By Sales Effectiveness, Inc.
Top Business to Business Salespeople……
High Performing Business to Business salespeople are effective communicators. They are intelligent, highly motivated and competitive professionals, who are liked by their customers and peers as well as management. They are optimistic in face of adversity. They genuinely love their work, and are steadfast in doing what they say they will do.
Are Competent Problem Solvers
They use creative questioning to provoke critical thinking. They listen intently to customer responses. They confirm needs and help the customer visualize the potential impact and value their solution will have on the organization.
Have a Winning Attitude
High performing salespeople are intensely goal and plan driven. They zero in on opportunities to WIN. They make next steps happen to ensure progress in the sales cycle. They are curious learners who recognize that winning begins first with their own way of thinking and positive outlook.
Understand the Importance of Value
They communicate value by their in-depth understanding of the customer’s business and by their compelling product knowledge. They are strategic orchestrators, recognizing that superior value arises through the integration of all the resources the organization can bear on the customer’s business issues or challenges.
Have Passionate Work Habits
Top salespeople are enthusiastic self-starters with a strong commitment to exceed a customer’s expectations. They are idea generators and innovative change agents whose zeal for accomplishment becomes contagious with the customer and within their own selling teams.
Continuously Focus on the Customer
Highly successful salespeople recognize that the customer drives the relationship. They see things from the customer’s viewpoint in balance with their own organization’s requirements. They are diligent in calculating the financial benefit of the solution they recommend to ensure the customer’s acceptance of the value being offered. They build relationships with a cross section of key players by understanding what drives them and how they make buying decisions. Top performing salespeople help customers succeed both professionally and personally.