The major difference between the best sales people and average sales people is one thing; knowledge. Knowledge of the products/services, knowledge of the customer, knowledge of their goals and knowledge of their strategy/ tactics.


Good salespeople think their goal is to help customers and create value, but bad salespeople think their goal is to meet quotas. The traditional salesperson who tricks and cajoles customers is being replaced by the honest, empathetic professional who seeks to become a partner and trusted adviser for their customers.


Like most functions in today’s businesses, sales is currently undergoing a transformation. Customer expectations are skyrocketing, and it’s changing what it means to be a successful in sales. With the rise of real-time messaging, and the on-demand economy, buyers have come to expect a new type of sales experience — one where their voices are heard and where conversations happen on their terms.


Great salespeople


great sales people


  1. Set goals – that are specific, measurable, achievable, relevant and time bound (SMART)
  2. Have expert knowledge of the product/service – know the product/service like the back of your hand
  3. Ask questions – increase your knowledge/expertise
  4. Help instead of selling – always provide a solution
  5. Give advice to clients – clients want to buy from someone they trust
  6. Create sales strategy/tactics – an action plan to help you attain your SMART goals
  7. Follow up with customers – always be in contact with customers
  8. Create KPI’s and follow through on them – understand your milestones of success
  9. Understand sales is not a job, but a lifestyle – you’re not solely selling the product, your also selling yourself
  10. Build relationships – customers want to work with someone they know


Average salespeople


bad sales people


  1. Only focus on themselves and not the client/customer – it’s not about you
  2. Talk rather than listen – again, its not about you!
  3. Focus solely on selling and not helping – client always want a solution, not a pitch
  4. Take ‘no’ for an answer also known as the fear rejection – it’s not the end of the world
  5. Do not ask the right questions – find out more about your customer
  6. Are not persistent – sales is a process, and does not usually happen instantly
  7. Poor communication skills – understanding and being understood is important
  8. Only does the bare minimum – done after fulfilling quota
  9. Only in it for the money – money is important, but it is not the sole factor behind sales
  10. Does not enjoy sales – it is not a passion


All salespeople are not created equal, and it can be hard to separate the good ones from the bad ones.. But one thing is certain: sales is a tough nut to crack and not everyone is meant to embrace it as a career.

Good and great sales people both know their products, they both understand their customers, and they both make their numbers. The difference between good and great sales people is HOW they do their job. So how do you know if you’re cut out to be a top notch seller? There have been many books, articles, and seminars detailing the skills, habits, attitudes, and personality traits of highly successful sales practitioners.


For more great content, read more of the 2Larnie Solutions blog to become a great salesperson

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