Why do some salespeople blow out their goals year after year while others struggle? This workshop reviews the traits that distinguish successful salespeople from average salespeople. While we consider typical characteristics such as tenacity, product knowledge, and industry expertise, we also look at lesser-known traits, such as curiosity.

The emphasis for this session is on connecting and establishing value by differentiating yourself. We focus on curiosity, connection, communication, establishing value, and leveraging those items to position for the close.

What does it take to reach the top 5%?

After a high-level view of the sales process, we focus on the three C's of selling: Curiosity, Connection, and Closing.

Questions we discuss to establish a proactive mindset:

• What are the top three traits that make salespeople successful?
• What separates the top 5% of salespeople from all the rest?
• Why do people buy?
• What are customers' three critical questions for salespeople that they seldom ask?
• What is the number one thing that keeps customers from buying?
• What can you do to approach all sales from the customer's perspective?
• How can you differentiate yourself in the minds of customers?

• Learn what it takes to be great at selling.
• Develop and cultivate a winning attitude.
• Understand the difference between hope and expectation.