What makes some salespeople more successful than others?

A recent study of salespeople from diverse industries nationwide showed that high-performing salespeople plan their primary and secondary sales calls, carefully developing a questioning strategy for drawing out customers' needs and preparing responses to potential objections.

In fact, top performers consistently developed written plans not only for sales calls but also for handling key accounts and managing their territories. Top performers tend to ask many questions of prospects, according to the study, and they are good listeners, allowing customers to talk 60 to 70 percent of the time. They also are more likely to take care of their own professional development by attending sales-training seminars and listening to or reading motivational tapes and books.