1. Top salespeople stay busy. They know that they can't just wait for business to come their way. They're willing to work hard to find it. They often start their day early and work as late as necessary to get the job done. They find they can often reach their prospects at the extremes of the day before gatekeepers arrive and after they leave for the day. They talk to more people in person and on the phone, prospecting, networking, setting more appointments and making more presentations than less successful salespeople. 

2. Successful salespeople let their enthusiasm show. I'm not talking about "bouncing off the walls" enthusiastic. That would be a turn off to most executive buyers. Instead, they let their positive attitude show through. They're enthusiastic about their solutions and their company. They make the most of negative situations. As an old song says, they Accentuate the Positive. This type of enthusiasm is contagious. 

3. The best salespeople ask lots of quality questions. They learn about their prospect's business, goals and problems thereby opening the door to presenting a solution in the form of their products or services. By getting to know their prospects intimately, the best salespeople can tailor their solutions to fit each customer's needs. 

4. Successful salespeople are good listeners. They ask questions, and then stop talking long enough for their prospects to tell them everything they need to know to make the sale. 

5. Great salespeople refuse to give up. They're tenacious and persistent. They find ways to overcome the obstacles that inevitably get in their way. The salespeople who meet challenges and find solutions to problems are the most successful. 

6. Successful salespeople are passionate about solving their prospect's problems. They're confident about the quality of their business, their products and services. They're enthusiastic about their ability to help their customers meet their goals. They love what they do and they're excited about producing results for their customers. 

7. Top salespeople are driven by their goals. They choose their destination and plan the route they need to take to get there. They develop S.M.A.R.T. – Specific, Measurable, Achievable, Relevant and Time-specific – goals. Their goals are challenging but realistic and motivational. They take action to achieve their goals on a daily basis. They know what they have to do and they discipline themselves to do it. 

8. Successful salespeople hold themselves accountable for their results. They don't blame circumstances or other people for their failures. They know their success is up to them and is determined by their own actions. 

9. The best salespeople deliver value. They don't rely on price alone to make the sale. They know how to create what is valuable for each of their customers and they effectively present their value proposition. 

10. The most successful salespeople follow up after the sale. They send information that is relevant and meaningful to their customers. They stay in touch on birthdays and anniversaries; with cards, newsletters and emails; and in person over coffee or lunch. 

Whether you're new to sales, a seasoned professional or a non-traditional salesperson, adopting these characteristics will set you above the crowd. Here's to your success – "clink."

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