There’s something wonderful about simplicity, because buying stuff has become a bit complicated. When a company does present you with a simple way to get something done, it bowls you off your feet.

Sales people really have to flex their personalities – to be all things to all people. You have to have an analytical bent, researching a client for hours on end. And, you have to of course be creative to think of innovative solutions.

In this excerpt from our HEAT E-Book, Matt talks about great up-sellers not stopping until they know it’s a “no”.

A lot of sales people these days are making, or breaking, their career on the telephone. We see it all the time when we hold telesales training courses – the phone is in many ways the key to a successful selling career.

In fact, being superb at selling on the phone, whether you are internal or external, is a consistent attribute of peak performers. And when we are out training, we will often see sales people adopting certain patterns of behaviour on the phone.

Getting true commitment is a series of smaller goals leading to the ultimate sales prize (the close). In this excerpt from our fantastic E-Book called HEAT, Matt explores how you can get more commitment, more often.

What is the stuff that great sales people are made of, in TODAY’s selling environment? Here is a list of 5 which you might be able to relate to.