{"id":1604,"date":"2008-06-04T12:45:54","date_gmt":"2008-06-04T17:45:54","guid":{"rendered":"http:\/\/selectmetrix.com\/blogs\/2008\/06\/secret-traits-of-top-salespeople\/"},"modified":"2008-06-04T12:39:07","modified_gmt":"2008-06-04T17:39:07","slug":"secret-traits-of-top-salespeople","status":"publish","type":"post","link":"https:\/\/selectmetrix.com\/blogs\/2008\/06\/secret-traits-of-top-salespeople\/","title":{"rendered":"Secret Traits Of Top Salespeople"},"content":{"rendered":"<p>SalesHQ.com offers up a<a target=\"_blank\" href=\"http:\/\/www.saleshq.com\/training\/articles\/702-secrets-of-top-sales-achievers?referral=shq_nlet\">n article that discusses the &#8220;secrets&#8221; of top sales achievers<\/a>.\u00a0 A couple of the secrets:<\/p>\n<blockquote><p>\u2022 Position themselves with the real decision-makers and avoid those without \u2018approval power\u2019. They are able to first identify and then access the formal decision making unit.<\/p>\n<p>\u2022 Recognize when to treat an old account as a new prospect and keep the relationship fresh, alive and maintain profitability<\/p><\/blockquote>\n<p>And then there is the most important one:<\/p>\n<blockquote><p>\u2022 Never entertain business they do not want because they recognize that it takes just as long to work an unprofitable opportunity through the sales funnel, only to lose it at the death, as it does a profitable one. They trust their own judgement but also rely heavily on objective assessment.<\/p><\/blockquote>\n<p>That last secret cannot be stressed enough.\u00a0 This point is a fine one, but the strongest salespeople recognize a dog when they see one and move on.\u00a0 If the prospective deal is a loser for them, they go find a new prospect.\u00a0 This ability is difficult to train but crucial to success.<\/p>\n<p>As a sales manager, it is imperative that you question your salespeople on what information they have qualified for any prospective deal on their forecast.\u00a0 If you don&#8217;t, some of the salespeople will waste time chasing low probability deals to appear busy.\u00a0 The end result will be surprise that they didn&#8217;t get the deal closed at the end.<\/p>\n<p>I know this because I have done it as a sales rep.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>SalesHQ.com offers up an article that discusses the &#8220;secrets&#8221; of top sales achievers.\u00a0 A couple of the secrets: \u2022 Position themselves with the real decision-makers and avoid those without \u2018approval power\u2019. They are able to first identify and then access the formal decision making unit. \u2022 Recognize when to treat an old account as a new prospect and keep the relationship fresh, alive and maintain profitability And then there is the most important one: \u2022 Never entertain business they do not want because they recognize that it takes just as long to work an unprofitable opportunity through the sales funnel, only to lose it at the death, as it does&hellip; <a class=\"read-more\" href=\"https:\/\/selectmetrix.com\/blogs\/2008\/06\/secret-traits-of-top-salespeople\/\">Read More<\/a><\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"bgseo_title":"","bgseo_description":"","bgseo_robots_index":"","bgseo_robots_follow":"","jetpack_post_was_ever_published":false,"_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":false,"jetpack_social_options":{"image_generator_settings":{"template":"highway","enabled":false},"version":2}},"categories":[4,9],"tags":[474,475,737,1750,477,476,142],"jetpack_publicize_connections":[],"jetpack_featured_media_url":"","jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-pS","jetpack-related-posts":[],"_links":{"self":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/1604"}],"collection":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=1604"}],"version-history":[{"count":0,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/1604\/revisions"}],"wp:attachment":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=1604"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=1604"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=1604"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}<!-- WP Super Cache is installed but broken. The path to wp-cache-phase1.php in wp-content/advanced-cache.php must be fixed! -->