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The best salespeople are always looking to improve their game, never satisfied in their progression as a sales rep. A recent discussion on Quora addressed this very topic, soliciting opinions from sales professionals and sales management experts on what they believed to be the most helpful tips for improving their reps’ selling abilities. Here is a list of what we believe to be the most important steps to take on your journey to becoming a better salesperson.

Short on Time? Check Out Our New Guide on What Makes a Great Sales Rep »

How to Become a Great Salesperson

1. Be a Critical Thinker

The best salespeople don’t simply rely on a script that dictates every step of how they should sell a product or service, but rather they adapt or alter their sales pitches in accordance with the prospective customer, time and place. This also means having the ability to think outside the box in challenging their existing sales pitches and processes to reach higher levels.

2. Be Disciplined 

A sales rep who has an unrelenting attitude in their sales approach will go above and beyond to do whatever it takes to close the deal. In many cases, learning how to be a better salesman simply boils down to developing a disciplined work ethic.

3. Be Charismatic 

A charismatic person has the ability to form a sense of connection or understanding between themselves and their prospects. Customers view truly charismatic salespeople as not just sales reps hawking a product or service, but someone who they can have a real meaningful conversation with.

4. Be Resourceful

A successful sales rep needs to be resourceful, which is especially important for reaching out and targeting potential customers. This means going above and beyond and using every resource or asset at his or her fingertips to close the deal. Sometimes, figuring out how to be a better salesman requires thinking outside the box of traditional sales methods and processes.

5. Be Focused

Given that sales reps often have a high volume of work and activity goals to reach, they must be able to concentrate on a given task without becoming overwhelmed or distracted. When they’re concentrated on the task or sales call at hand, it will show in the quality of their sales pitch.

For More Tips, Check Out Our New Guide on What Makes a Great Sales Rep »

6. Be Competitive 

The most successful sales reps are extremely competitive by nature and are constantly striving to be the top salespeople within their company and the industry. They set the bar as high as possible, giving themselves lofty targets to shoot for – even if they miss their ambitious targets, they will still be well-positioned to achieve great things.

7. Be Passionate

When reps have genuine passion for and belief in their product, it will be readily apparent in their sales pitches. The more passionate a rep is about what they’re selling and who they’re representing, the more genuine the sales conversation will be. If you ask sales veterans how to be a great salesperson, they will all tell you that you have to be passionate about your work.

8. Be Curious

People who are curious and are generally interested in expanding their intellectual horizons tend to gain more knowledge on a regular basis than those who don’t. They are constantly looking to learn more about their product, their customers and how they can bridge the gap between both parties.

9. Be Confident

Confidence is a subset of charisma. The best and most charismatic salespeople believe fervently in themselves, their company and their product or service. Confident salespeople act fearlessly and are willing to take risks without worrying about hearing a “no” from a customer or losing out on a potential opportunity.

10. Be Firm

Salesmen must have a firmness of spirit to get them through high pressure or difficult times. They must also demonstrate this firmness and strong principles when making follow-up calls with both potential customers and prospects who have said no. This is another essential as you learn how to be a great salesperson.

11. Be Persistent

Unfortunately, even the best sales reps will hear “no” over and over again. The key to being a successful salesperson is to always be persistent, even in the face of overwhelmingly negative responses. Sales reps must doggedly chase prospects and be willing to approach them from different angles.

12. Be Open-Minded

A big part of being open-minded is demonstrating a willingness to listen. Most salesmen make the mistake of simply berating prospects with an overwhelming deluge of information. The best sales conversations take place when the rep is doing less talking and more listening, showing an open-mind to whatever problems the prospective customer is suffering from.

13. Be Honest

Sales reps have to be honest about the product or service they’re trying to sell. Feeding potential customers lies or undeliverable promises is not the pathway to success – disingenuous sales reps are what give the profession a bad name in the first place.

14. Be Knowledgeable 

The best sales reps are well-informed, not only about their own company and product but also about the prospective customer’s company and specific pain points. Conducting extensive research into a prospective customer to find triggers before you make your pitch can be the difference between tremendous success and sure-fire failure.

15. Be Communicative

Naturally, one of the most important attributes for any top salesperson is to be an effective communicator. If you aren’t capable of articulating your thoughts in an easily comprehensible manner, even your best sales pitches will ultimately fall on deaf ears. Be clear and concise in what you are communicating.


While there are many attributes that go into making up the best sales reps, these are some characteristics that we have found to be the most critical. What do you think are the best practices for anyone who wants to learn how to be a great salesperson?


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Showing 27 comments
  • Jonny Makhonjwa

    How can I become the best sales representative for my company dealing with environmental

  • Erich Volande

    Hello Jonny. The best way to become successful is learning who your prospective clients will be. Find out what their needs are and how your company can benefit those needs. Find out 3 things during the “discovery” phase of your conversation. I always like to have them name a few things they love about the topic at hand and a few things they don’t like. Now, your question is pretty broad so it’s difficult for me to give specific advice as I do not have a full painted picture. This is reason number one you need to get as much info from them as possible. Once you know what they love and hate, you are better positioned to overcome objectives using postivity rather than negativity. Feel free to email me at if you would like to discuss this further and I can do my best to help you out!

  • Greg Morrill

    Very good tips! I’m going to try and apply pat if not all to my ever developing sales pitch. What do you think may be the best few things to focus on when the sales I do are for Insurance on rental cars. Most of my interactions with customers are no longer than 3 mins and most are not even considering that their own insurance wouldn’t cover damages so my pitch usually falls on deaf ears. Becoming a better salesperson is something I have been developing for over a year now and I’m looking for help from an objective party. Thanks.

  • Richard Hawkins

    Good points BUT you are archaic in using the term “sales pitch.” No one wants to be sold or pitched. How can you miss a key ingredient of the customer interface. Adapting, being creative…understanding the customers WANTS or NEEDS and creatively addressing those issues will make you a winning salesperson and ASKING FOR THE SALE AND ADDRESSING OBJECTIONS. Building a relationship with the customer is essential in closing the sale!

    The customer has a number of venues from which he can fulfill his/her needs and many are sans a salesperson…THE REASON:PEOPLE LIKE TO BUY, THEY DO NOT LIKE TO BE PITCHED OR SOLD.


    I really apreciate for all these tips,am working for a ccompany that has had 3 sales rape within 3 months and am the fourth one,currently 2 and half months the business is picking and things are coming to order so hw can i meet over 100% target???

  • Khutso

    Am selling office stationery and machinery how do I excel with that

  • Anonymous

    Very informative.

  • Michelle

    I am a sales assistant at a pet store. Just remember that humour is a good ice breaker, also being interested in the other person over selling your product. I generally find out things about the client before pitching my sales pitch. For example as I work at a pet store I ask, ‘oh hello, who are you buying for today?” And then they tell me about their pets and I ask questions about their pets and then I sell them products that suit their life style. Best way to engage customers is to be interested in them before the sales pitch.

  • Taya

    I’m a sales rep in a new developing company that works with wholesalers and sells meds. There are also couple of big companies that are on the market for years now, and they have thousands of pharmacies as their customers all around USA. My boss wants me to convince those pharmacies to join us and, of course,bring new clients. I have no experience in this field. And I’m getting really frustrated because all I hear is “no” or “not interested”. What should I do? Or what should I try? I don’t even know what I am supposed to say when I call these pharmacies. I would appreciate and advice and help. Thanks.

  • Michael Gines

    I’m a potential rental/sales salesman for Hale Trailer who is currently in operations. How do I show interest regarding the sales position? Where do I begin regarding advertising and marketing?


  • Winsantdotcom

    Nice tips…..

    A good recipe has to be balance of many ingredients. likewise a good salesperson must have required combination of all above qualities.

  • Malik

    Am a salesman for a company providing and selling telecommunications services n devices , how do I excel in in

  • cheney

    It been almost 4 month working in golf store and i think i have to learn more to good Want to be a good sales person with good knowledge,how do i excel?

  • Dhiraj

    I have joined this company three and a half months back. This is their new venture. Contacting corporates to get the orders in bulk. But unfortunately I m not able to get single order. Although there is no derth of queries. But unfortunately not maturing. Although I have made good relationship with the corporate official. Now I am under immense pressure from the employer to get the deal. I m trying my best. But all efforts are wasted. PL. Guide

  • Simon saikia

    Hiii….i have been working in a sales & marketing company as a energy officer.and my work is salling the solar lights.our company said that they need more.still i feel bore.the company is a microfinancing company..they have already many more existing customers.the customers are the borrowers who borrow the money from our bank and i need to sale the solar lights to these customers as loan.but these members are not intersted.
    So i request you kindly that plz give me some tips for me and i will become a good saleperson

  • آموزش فروش

    very great article. that was useful in our sales team.

  • Wil

    A great foot in the door within the Sales Industry I’ve recently stumbled upon is Sales Pro Quo. Gave me the knowledge to become a better salesman.

    Try it out before they start charging for accounts in June

  • bhavyawisdom

    I thought I should let you know about this company I came across. Right now, they are actively hiring people who know how to use Facebook, Twitter, Pinterest or Instagram.

    If you fit the profile, then you can make great money doing this, as is explained here:

  • Jaala Ibrahim

    Am a sales assistants in NFPC,sailing water the big challenge i face if to make xustomers to accept my products becouse mist of them hv “no” or” have other companies suppling to them” answers. Plz what can I do to make them to buy my products

  • AG

    I have read the great book about how to become better salesperson written by Zig Ziglar, and I have to say that the book is great and it offers so much value for everyone who want to learn more about sales.

    I have written review and summary of it on my blog if anyone is interested in learning more:

  • Ellen Hughes

    I like that you pointed out how you should know how to have a real meaningful conversation with your customers to make sure that you can get their trust because of your charismatic appeal. My husband wanted to be a car dealer. He said that he’d like to learn how to establish a good connection to anyone that he will talk to so he would sound convincing. I will make sure to share your blog with him so he can find a dealership coach that can help him.

  • BusinessHAB

    This is a very nice tips. thanks so much.

  • Anonymous

    nice tips of course i am a beginner and im trying to be my best in my team thanxs for the tips

  • anonymous

    Stationary and office machinery is a hard sell hahaha

  • Erica

    Hi! I am just venture into ginger product. I only carry 4 types of ginger product; pure organic ginger powder, pure organic ginger slices, organic ginger powder with brown sugar and organic ginger slices with brown sugar. I use to get the feedback from my customer that ginger is very commen and nothing special about it. Eventually, they show no interest in listening and wanted to end my conversation. Need your professional advise. Thanks!

  • Marta

    Hi, if You want be better salesperson on phone I recomend this training from Grand Cardone

  • Samson

    Hi, my name is Samson. Am a real estate consultant in Lagos, Nigeria. I have lots of properties at hand but it’s been very difficult convincing clients to buy. I post of my social media platforms and sometimes I get few response like someone showing interest. By the time I reply, I don’t get to here from them anymore most times. I need help.

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