Over the years I found that the best sales professionals in the world I have gotten to know all have a similar way of working. They all seem to have:
i) in depth understand the customer (s), their business, their politics, their network, their behavior, and so on
ii) intimate knowledge of the "solution" they are selling, appreciating the strengths and the value it brings, acknowledging the areas of improvement and how to overcome them, etc.
iii) a crisp clear view of the ECO system (within the market, region) and in particular have a broad/detailed view of the competitive landscape, including but not limited to; compelling reasons to buy, differentiators, roadblocks versus speedbumps
iv) ability to 'command' and 'manage' resources nearly at will without upsetting internal company politics (a development technique for this can be found in my blog on Thinking outside of the box)
i) in depth understand the customer (s), their business, their politics, their network, their behavior, and so on
ii) intimate knowledge of the "solution" they are selling, appreciating the strengths and the value it brings, acknowledging the areas of improvement and how to overcome them, etc.
iii) a crisp clear view of the ECO system (within the market, region) and in particular have a broad/detailed view of the competitive landscape, including but not limited to; compelling reasons to buy, differentiators, roadblocks versus speedbumpsiv) ability to 'command' and 'manage' resources nearly at will without upsetting internal company politics (a development technique for this can be found in my blog on Thinking outside of the box)
v) great personal traits that are needed within the market called on (see Building a Sales Organization (part I))
vi) established a healthy credit report with their customers, often expressed in relationships that border friendship
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