10 Traits Buyers Seek in Sales Superstars

By Ken Thoreson

What really separates the best salespeople from the rest of the pack? Research conducted by Acumen Management Group, Ltd. shows that top performers not only understand each client company—they understand the person making the buying decisions as well.

Most sales training courses emphasize the importance of addressing the client's needs. They teach salespeople to explain how your service can help achieve key business goals. Those discussions are critical for making sales. But few training programs address how buyers view salespeople as they present that information—knowledge that can be an equally powerful sales tool.

The Acumen research indicates that from the buyer's point of view, the best salespeople do the following 10 things: