Too often sales people put their focus on being liked. “If the prospect likes me, they will buy” becomes the motto. Instead of focusing on the real added value they can bring to the table, salespeople often put their effort into being friends.
Sales superstars identify what the key performance indicators (KPI) are for their business. Key performance indicators are the business development metrics that are most important in your company or industry.
What makes a superstar a superstar, in anything? It’s the ability to do something exceptionally well. However, a superstar can’t be great at one thing and abysmal at everything else in their specific area.