For the past 17 years, John Asher has been studying the difference between average and top salespeople.

A TEC speaker and former TEC member, he has discovered the top 10 skills of super salespeople. OneAccord supports these tips for super sellers:

1. Ask questions and listen to the customer.
2. Ask for, and follow up on, referrals.
3. Focus on a few top prospects.
4. Use coaches, or insiders to help sellers fully understand customers’ requirements.
5. Thoroughly research prospects and their organizations.
6. Act as a business consultant by helping prospects solve problems.
7. Build relationships.
8. Provide appropriate marketing messages, using:
-killer arguments (we’ve done it before; you can do it too),
-key discriminators (why you should choose us),
-ghosting discriminators (why you shouldn’t choose the competition),
-business case analysis (ROI).
9. Recognize when buyers are ready to buy.
10. Know how to close the sale.