What are the top 10 things you can do to improve as a salesperson? Here is my list:

10. We want to buy but hate to be sold People love to buy, but if they sense someone’s moving in to sell them something, their defenses go up.

9. Don’t need it too much If a salesperson can trick his or her heart into believing that they don’t need the business, they take the pressure off and serve the prospect better.

8. Diagnose and then prescribe In medicine, prescription without diagnosis is malpractice, and if a salesperson attempts to sell something without diagnosing the prospect’s situation, he or she commits sales malpractice.

7. Be an expert Salespeople can stop selling themselves once they are perceived as an expert ... on anything!

6. Seek and deserve to be trusted Too many people believe that sales is all about being liked. But if instead we seek the other person’s trust and command their respect, we aren’t tempted to lower prices or make unilateral concessions.

5. Leave your false enthusiasm out of it Nothing triggers a buyer’s defenses like an overly enthusiastic salesperson.

4. “No” is OK Nothing commands the trust of a prospect more than a salesperson’s sincere willingness to call off the sales process if it becomes clear there isn’t a match.

3. Don't beg Begging, pleading and cajoling will only diminish the respect and trust a buyer has for a salesperson.

2. Feel it, say it If a salesperson senses that the prospect has a problem or something is wrong that they are not revealing, they should find the courage to ask them about it, and not just ignore it.

1. Only take yes - or no - for an answer A salesperson shouldn’t fear rejection so much that they are relieved to hear a noncommittal “I need to think about it” or “maybe” at the end of a sales call, a clear yes or no should be the only acceptable outcomes.

Copyright 2010 Marr Professional Development Corporation

Joe Marr is a public speaker, sales and management consultant and trainer, and runs the Sandler Sales Institute at 501 Avis Drive in Ann Arbor. To reach him call 734-821-4830 or visit his website at www.sandlerannarbor.com