What separates good salespeople from bad salespeople?

Salespeople are essential to your business success, and how they perform is key to whether you win more business, or lose it all.

We chatted to Jeff Bajorek, Advisor and Coach to B2B Sales Leaders to see what he thinks makes a salesperson great and separates them from the ‘smarmy’ bad tactics that kill deals.

Jeff says that while the smarmy tactics or underhanded techniques, or the people who are in it for themselves, rather than being in it for the prospect and looking to help, would be the common answer to this question, its an old-fashioned view. Instead sales leaders should be looking at their team’s execution of the sales process.

“I know you've been told that leaders are readers, I'm going to tell you that leaders are doers. Leaders are the ones who take what they read, who take what they observe, who take what they've learned, and actually do something with it,” he told Owler.

Improving the Sales Process

According to Jeff, there are not enough salespeople and sales leaders studying and improving on execution and doing the learning. Too many sellers are out there concerned with selling right that they don't do it at all. 

“We have a saying where I come from that perfect is the enemy of good. What so many people forget is that if you just do good work, but you do it consistently, and you work to improve on what good means, then you get better over time, and you ultimately arrive at your version of what perfect is,” Jeff noted. 

However, Jeff says that when a salesperson gets started and looks for the perfect way to sell, the best way to prospect and the best closing questions to ask, they are searching for the wrong answers. 

Salespeople must do the work and be other-oriented. They need to seek to solve problems in the ways that only they can for customers. When a salesperson trusts themselves and trusts in their abilities, then they move forward. 

“So the biggest difference between good salespeople and bad salespeople. They're the ones who get to work,” Jeff states.

Catch more of Jeff’s tips and tricks, and join in on his training courses here: https://www.jeffbajorek.com/ or follow him on his socials: LinkedIn https://www.linkedin.com/in/jeffbajorek/ and Instagram https://www.instagram.com/jeffbajorek/

See how Owler can help you improve your prospecting and client engagement. Try out Owler for free with our Owler Community plan, or check out our other plan options here.