What makes salespeople great? Are they naturals? How is it that some salespeople are nothing short of rainmakers, while others struggle to be mediocre? Is it the gift of gab, and if so, how do we acquire it? This leads me to the obvious question: If top salespeople have an extra “something,” what is it?
I have spoken with many excellent salespeople who cannot explain what makes them successful. The reason, I suspect, is simple. They just really don’t know! Nonetheless, studies show that top salespeople are doing the same things, and what they are doing is radically different from the other 90% of salespeople.