Several organizations, such as Harvard Business School and the Gallup Organization, have performed studies to learn the secrets of high-performance salespeople. Each study seemed to cite differing results. However, when Conrad Elnes placed all the results on a spread sheet, five attributes stood out because they were identified in a significant majority of the studies. The shared attributes of high performance salespeople are:
- They are motivated by achieving a personal mission (purpose) and goals.
- They develop outstanding skills for creating allies among buyers.
- They utilize a listening/probing style of selling.
- They are versatile to meet the needs of a wide variety of buyers.
- They employ a higher level of thought in their sales process.
Using this knowledge, Conrad wrote the book, Inside Secrets of Outstanding Salespeople, and soon thereafter, Prentice-Hall asked if they could publish it. It remained on their sell list for more than 7 years. In the meantime, Conrad continues to develop additional skills and easier ways for people to learn them. The improvements are included in the training topics described herein, and you will derive great benefit as your salespeople master the skills.