Will You Make It? The Characteristics Of Sales High Performers | Salesman Podcast

Jeff Bajorek is a sales and prospecting expert who helps B2B sellers rethink the way they sell. In this episode of the Salesman Podcast, Jeff explains the traits of high performers and how you can become one today. Resources: Jeff on LinkedIn Jeffbajorek.com Rethink the Way You Sell Podcast Book: The ONE Thing: The Surprisingly Simple Truth About Extraordinary Results Book: Awaken the Giant Within Book: Finite and Infinite Games Transcript Will Barron: Hi, my name is Will, and welcome to the Salesman Podcast. On today's episode, we're looking at the characteristics of top sales performers with my guest, Jeff Bajorek. Jeff is a sales and pro expert who helps B2B sales rethink the way they sell. You can find his new podcast, Rethink The Way You Sell, on everywhere, right, Jeff? And with that, mate, welcome to the show.   Jeff Bajorek: Thanks for having me. It's good to be here again.   Characteristics of a High-Achieving Sales Professional · [00:49]   Will Barron: You're more than welcome. I think this is the fourth time we've had you on. We'll touch on the podcast Rethink The Way You Sell towards the end of the show: where we can find it. I know it's a new and exciting project for you, so I'm happy to get it out there and promote it to our audience. But with that, mate, we're going to touch on this idea of characteristic of top sales performers. And you, when we lined this show up, used the word characteristics. So what does that mean? Is this a personality trait? Is this our DNA? Is this things that we've learned? What defines a characteristic of a salesperson? Then we'll dive into the ones that make the difference when we're all trying to hit quota.   “I think there's a 5% difference between mediocrity and super-stardom. It’s the little things that really make the difference between those top performers and everybody else.” – Jeff Bajorek · [01:05]   Jeff Bajorek: Yeah. I've been saying for years: I think there's a 5% difference between mediocrity and super-stardom, and while there are certainly things that are innate to us that may make us better intuitively at some of these things than others, there's nothing on this list that I don't think anybody can do. We can all be just a little bit better if we have some focus in these areas or for these characteristics. So it's the little things. I'm trying to codify the little things that really make the difference between those top performers and, really, everybody else. And I think it's something, if people want to aspire to it, they can get it.   Can a Person Achieve Sales Success Without the Characteristics of a High-Achieving Salesperson? · [01:51]   Will Barron: Can you have sales success without these characteristics? And I'll give you an example here that I've seen; undoubtedly, you've seen as well. You'll be at a company, whether you're selling there, consulting there, whatever you're doing, sales leadership in their company. And some new kid will come along who doesn't know the product, doesn't know what they're doing,