Let's face it, we are salesmen in some way, regardless of what we do for a living.  But there are those who actually make their living simply selling a service or product.  Having now more then thirty years in the Real Estate business, I can tell you I have seen many come and go.  Some are still in the business and are considered top producers, and then there are those who simply vanish after a short time in the business.
 
So what is it that separates the successful from the unsuccessful?  They all had the same training, they all have the same product to sell and all start out on the same page.  There are certain things that successful sales people do that gives them the edge over the others, I choose ten to talk about;

 
2.  Top Producers are passionate.  These are the people who love their company and all those around them can see it.  They love the product or service they represent.  The more passionate you are about your career, the greater the chance you will be successful.  When you love what you do you are going to put more effort into you work and it will show. No matter where these folks are their passion shines through and those around them will want to know more.  Passion is a door opener in the sales business.
 
3.  Top Producers are persistent.  When they are faced with obstacles they instantly start looking for solutions.  Selling or running a business is probably the most challenging of all work and is plagued with obstacles.  Those that will succeed will be those who can find solutions and face the obstacles head on and remove them.  The old formula is true, "persistence does pays off".
 
4.  Top Producers are goal setters.  This is probably the one of the most important aspects of a successful sales person, they set goals.  They simply know what they want to accomplish and then they set out a plan that will get them there.  Their goals are specific, motivational and achievable.  I have watched Top Producers for many years at how they set their "battle plans" in motion, they know they are going to win and can see the finish line, this is the attitude we all should have on a daily basis.
 
5.  Top Producers ask quality questions.  They ask quality questions of their customers and clients to better determine their needs, they want to make sure they are delivering exactly what is expected of them.  They understand that to achieve this they must uncover their customers goals.  They also understand that by delivering exactly what their customers are expecting will produce referrals in the future.  A happy customer will tell others.
 
6.  Top Producers know how to listen.  This is probably an area why many fail in sales.  Top producers after asking their questions will give the customer plenty of time to answer and explain their needs, this is so important.  The customer now has a feeling that you care about them and their needs, simply by listening.  Top producers know that the customer will tell them everything they need to know if given the opportunity.  Listen to your customers, two things will happen, your job will be easier because now you know what to look for and second you will be a hero to the customer, you know how to listen.
 
7.  Top Producers take full responsibility for results.  Have you ever noticed how those that constantly fail at whatever it is they are doing in life, always blame it on someone or something else, it is never their fault.  Top producers are the ones who simply take charge of their goals each and every day, if they don't achieve their goals, they take the blame and figure out a solution to make those goals come true.
 
8.  Top Producers are hard working.  This is an area that all failures in business fall into.  Top sales people don't wait for business to come to them, they go after the business.  You will see top producers start working earlier and stay later then everyone else.  They don't sit around talking about how bad things are, they are on the phone calling past customers and clients asking how they are doing but always asking if they know anyone who may be in need of their product or service.  Ask and you shall receive.
 
9.  Top Producers stay in touch.  A good sales person will always stay in touch with their past customers and clients.  It shows that you truly care about them and not just the sales commission received from the sale.  These past clients and customers will want to refer their friends and family to you.  Try this and watch your sales increase.
 
10. Top Producers always keep value and budget in mind.  Have you ever been car shopping and the salesman just wouldn't listen to your needs but was more interested in selling you a car that you simply did not want, need or over your budget?  If you listen to your customers they usually will tell you how much they are willing to spend, never try to go above that, respect their needs.  This is not to say that many times a customer will purchase above what they initially had in mind, let that process take it's on course, don't try to impose it on the customer, let them make that decision and you compliment them on their wise choice.
 
I truly believe we all have what it takes to be a Top Producer in the field we are working in.  We must be willing to change our approach and the way we think if we are expecting our business to increase.  These are difficult times and to survive it will require change.  Take advantage of these ten items, start using them and watch your business grow.

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