“There are many good sales people; there are far fewer great sales people.”
How To Become a Rainmaker: by Jeffrey J. Fox, page 144
Chapter 50: How To Recognize a Rainmaker
Here are 10 attributes that make the difference between good and great:
- The great sales person is organized.
- The great salesperson only calls on people who are qualified to make a decision.
- The great salesperson understands and appreciates the necessity of “pre-call” planning.
- The great salesperson takes the time to document their individual sales objectives.
- The great salesperson asks meaningful questions.
- The great sales person listens to the answers after asking great questions.
- The great salesperson understands that the prospect or customer is loaded with issues concerns and problems of their own.
- The great salesperson understands and appreciates the need for concerns in these concerns are often presented as objections.
- The great salesperson understands and appreciates the value of the service they are providing.
- The great salesperson always asks the customer for a commitment.
There are many good sales professionals, the question I ask of you today is are you planning to be a great one.
Mike presents a business-building webinar on the third Thursday of every month sponsored by AmaWaterways. To receive monthly invitations send Mike an email with the words “business training” in the Subject Box. You will also receive a link to the recorded version. mike@mikemarchev.com
