Do you ever wonder what makes a great salesperson? Maybe you work with someone who has an uncanny ability to build genuine relationships. Or perhaps you know a sales rep who just seems to have a different mindset than everyone else. What is it about these salespeople that make them stand out from the pack?

If you ask Mike Michalowicz, an author and keynote speaker, he’d say they most likely follow a few best practices. In this issue of PromoPro Daily, we discuss his thoughts on the actions, attitudes and behaviors of the very best salespeople.

1. They weed out the tire-kickers. Michalowicz says the best salespeople dump wishy-washy prospects because they know sales is a numbers game. They don’t waste time on people who obviously won’t buy. Instead, they focus their efforts on the most qualified leads.

2. They don’t try to make everyone happy. Top salespeople tend to focus on the 20% of their clients that bring in 80% of their commission. This means they may transfer smaller clients to someone else.

3. They understand their top clients fully and completely. High performers in sales always try to stay one step ahead of their clients. They conduct thorough research with the goal of finding problems and opportunities before the client is even aware of them, Michalowicz says.

4. They deliver more than expected. The best salespeople typically set customer expectations low. They do this, Michalowicz says, because they know that when the product or service is delivered, the customer will be blown away by the experience.

5. They never push people to buy. This tactic will only drive prospects away. Instead, top-performing salespeople know their job is to ask the right questions and let the customers sell themselves.

6. They use the same words as their clients. Great salespeople are great listeners. When they hear a customer use certain phrases or words, they’ll use those same terms. They know doing so can invoke the desired emotions in the buyer, Michalowicz says.

7. They aim to solve problems. You won’t find the best salespeople pressuring prospects into buying. Instead, they listen to what potential customers are saying, and they try to provide genuine solutions that could help.

8. They get people to say “no.” Why would you want a buyer to say “no?” Michalowicz says that repeatedly saying “yes” dilutes the significance and confidence of each affirmative response. But when a prospect says “no” to several questions, they’ll feel more confident and inclined to stick with their “yes” when it’s the right time.

You don’t need to reexamine everything you know or commit to formal training to get better at sales. Oftentimes, it’s the small things that make the biggest difference. Start by following some of the best practices above and see how you can go from being an average or good sales professional to a top performer.

Compiled by Audrey Sellers

Source: Mike Michalowicz is a keynote speaker and author of several books, including Profit First and Clockwork.