It's hard to put into words what it takes to be a top salesperson. But if a single infographic ever made an accurate depiction, I think this one from Eric Feng hit the mark well. 

Here are my four biggest takeaways from Eric’s infographic (below). 

Brain - Hungry for knowledge

The most successful people in any field are always life-long learners. They always have a book in their hand or a podcast in their ears. Are you consistently reading books or taking training courses on sales, marketing, business etc? Are you learning more about your products, about your target market and about your industry? 

Mouth - Focus on teaching, rather than selling

Take a look at your content: branding, marketing, sales collateral, social media content…is it focused on teaching? Or is it focused on your product? Notice the difference? The top sales people are focusing more on teaching than selling. Your customer can probably buy your product at a similar price and similar level of service somewhere else. But very few companies are TEACHING. 


Heart- Cares for customers 

You can always tell who will be successful by how deeply they care for their customers. They fight for them. AND, they truly care about their customer’s success, so you will see more consultative selling vs hard selling. What’s the biggest difference? They are teachers!

Legs - Keeps walking forward even in tough times

The best of the best are extremely competitive and hate losing. But, they don’t take losses personally. They take full responsibility of each loss, and then breakdown what happened to LEARN what they could have done better. How should they have prepared differently? What should they have said differently? Was the lead qualified correctly?

What do you think separates the best from the rest? Comment below!

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Brad Telker
Vice President of Commercial Sales at cfm Distributors, Inc.

Brad joined the cfm team in 2006, and now as the Vice President of Commercial Sales, he focuses on business development, as well as helping contractors and engineers find creative and unique solutions to any size HVAC project. When he’s not at work, Brad enjoys reading, running and spending time with his family.