The Difference Between Good Sales People and Great Sales People

Good and great sales people both know their products, they both understand their customers, and they both make their numbers. The difference between good and great sales people is HOW they do their job.

Good vs. Great:

-Good sales people “Tell”. Competent in their knowledge of their products and their products value good sales people win by wowing clients with the products.

-Great sales people “Ask” Great sales people probe, dig, inquire, and assess, looking to better understand the clients point of view, in an effort to create a solution that will best meet the clients needs.

-Good sales people react to demand. They quickly jump on customer requests, offering good strong product solutions to meet their customers needs.

-Great sales people create demand. They are adept at identifying dormant or latent business problems, problems unseen by the customer and turning them into opportunities

-Good sales people understand their customers business at a high-level, what products they sell, and who their customers are.

-Great sales people are intimate with not only their customers business, but also, their customers business processes, industry players and competitors, governmental regulations, trends and business models. Great sales people become experts in their customers entire business environment.

-Good sales people sell an idea

-Great sales people sell a VISION using gap analysis. By “gaping” what exists vs. what could be, great sales people drive demand by creating a compelling action vs. no action scenario.

-Good sales people are known for and build relationships based on their knowledge of THEIR products

-Great sales people are known for and build relationships based on their expertise of the industry, it’s trends, and the ability to identify solutions from that knowledge

-Good sales people build strategies and plans themselves

-Great sales people build their sales strategies and plans with their customers

-Good sales people see themselves as great sales people

-Great sales people see themselves as consultants

-Good sales people are trusted with their products

-Greats sales people are trusted with their customers business

Being a good sales person requires focus on “selling”, and moving product. Being a great sales person requires focus on business; how, who, what, when and why things are happening with your customer’s business.

A good sales person will make their quota, they will be valuable to your organization. A great sales person will also make their quota, but over the long haul they will always out perform good sales people. Great sales people will not only be invaluable to your organization, they will be invaluable to your customers and that is the true difference between good and great sales people.

Are you invaluable to your customers?

Keenan