If you think it is expensive to hire a successful salesperson, try hiring a mediocre one.

Here are some ways successful salespeople are different from mediocre ones.

• Successful salespeople ask questions.
  
• Mediocre salespeople talk too much and make statements.
  
  
• Successful salespeople are naturally curious and care about prospects and customers.
  
• Mediocre salespeople are myopic and self-centered.
  
  
• Successful salespeople are persistent.
  
• Mediocre salespeople are easily discouraged.
  
  
• Successful salespeople understand, solve problems, and fulfill needs.
  
• Mediocre salespeople assume what customers need.
  
  
• Successful salespeople read, study, and constantly learn about selling.
  
• Mediocre salespeople believe they know it all.
  
  
• Successful salespeople are open to feedback.
  
• Mediocre salespeople are defensive.
  
  
• Successful salespeople are humble.
  
• Mediocre salespeople have big egos.
  
  
• Successful salespeople proactively prospect with a system for tracking prospects.
  
• Mediocre salespeople don't.
  
  
• Successful salespeople prepare and have a strategy.
  
• Mediocre salespeople wing it.
  
  
• Successful salespeople acknowledge and learn from mistakes.
  
• Mediocre salespeople blame others.
  
  
• Successful salespeople apologize when they are wrong.
  
• Mediocre salespeople seldom, if ever, believe they are wrong.
  
  
• Successful salespeople sell the products and services their company currently has.
  
• Mediocre salespeople complain about what their company lacks.
  
  
• Successful salespeople are seldom satisfied.
  
• Mediocre salespeople rest on their laurels.
  
  
• Successful salespeople set proper priorities and invest their time wisely.
  
• Mediocre salespeople watch the clock.
  
  
• Successful salespeople spend company money as if it were their own money.
  
• Mediocre salespeople spend their company's money in ways they wouldn't spend their own.
  
  
• Successful salespeople make their number and are consistently over quota.
  
• Mediocre salespeople have excuses and blame market conditions or the economy for falling short.
  
  
• Successful salespeople actively listen.
  
• Mediocre salespeople are easily distracted.
  
  
• Successful salespeople have an ownership mentality.
  
• Mediocre salespeople see selling as a job, not a career.
  
  
• Successful salespeople enjoy what they do.
  
• Mediocre salespeople don't.