What makes one sales person better than another? There are a few things. I talked about some of the things in the last post, but this time, I wanted to create a checklist of sorts that would outline some of the basic things that a really good salesperson lives by:

1) Stay busy - Never have an empty calendar. Fill it with quality activity. If you are spending more than 25% of your time in the office, you are not selling well. Get out and see someone. Get out and sell.

2) Be honest - Smart people see right past bullshit, so avoid it.  Remember that the buyers of that million-dollar deal you are chasing are likely more educated than you and have a keen eye for insincerity. If you don’t know the answer to a question that a customer or prospect is asking you, say so and follow up thoroughly and quickly. If your firm is not qualified to provide the prospect with what they need, say so and help them identify someone that can. You’ll be a hero for that and you will gain instant credibility with them.

3) Be excited - You have to be passionate about what you are doing and what your firm has to offer. This is a dangerous one because sometimes excitement can come across or be translated to your audience as desperation. You never want that. Confidence is also important. There is no room for those with self-esteem issues in sales. If you think you can’t win, then don’t sell.

4) Know the ratio - I learned this ratio many, many years ago and have to use it to remind myself to not break this rule… “You have two ears and one mouth, use them in that ratio.” If you are talking more than you are listening, you are failing. It’s that simple.

5) Sharpen your tools - Always seek out information and education opportunities to make you better at what you do. Analyze your deals, win and lose and identify what you did right and what you did wrong. Those experiences are life lessons that you cannot get anywhere else. Learn from them. Know your weaknesses and seek out education so that you can improve in those areas. Oh, you think you have no weaknesses?…. see #2.