Written by 11:44 pm Selling Strategies, Staff's Picks

Unveiling the Divide: What Separates Great from Good Salespeople

The difference between good and great isn’t merely a matter of numbers. It’s about mind…
great from good salespeople

The difference between good and great isn’t merely a matter of numbers. It’s about mindset, strategy, and a relentless pursuit of excellence. While good salespeople may meet quotas and earn accolades, great salespeople consistently exceed expectations, forging lasting relationships and driving sustainable growth. So, what sets them apart? Let’s delve into the key differentiators:

1. Authenticity and Empathy

Great salespeople understand that success isn’t just about closing deals; it’s about building genuine connections with customers. They listen actively, empathize with their needs, and offer tailored solutions that address pain points effectively. Their authenticity shines through in every interaction, fostering trust and loyalty among clients.

2. Continuous Learning and Adaptability

The sales landscape is constantly evolving, and great salespeople embrace change with open arms. They invest in their professional development, staying abreast of industry trends, emerging technologies, and new sales methodologies. Their willingness to adapt enables them to navigate challenges, seize opportunities, and stay ahead of the competition.

3. Resilience in the Face of Rejection

Rejection is an inevitable part of the sales journey, but great salespeople don’t let it deter them. Instead, they view setbacks as learning experiences, using each rejection as fuel for growth. Their resilience enables them to bounce back quickly, maintaining a positive attitude and unwavering determination in the face of adversity.

4. Strategic Thinking and Problem-Solving Skills

Great salespeople approach their craft with a strategic mindset, viewing each sales opportunity as a puzzle to be solved. They analyze data, identify patterns, and devise creative solutions to overcome challenges and achieve objectives. Their ability to think critically and adapt their approach to unique situations sets them apart in a crowded marketplace.

5. Commitment to Customer Success

Beyond closing deals, great salespeople are deeply invested in their customers’ success. They go above and beyond to ensure that clients derive maximum value from their products or services, offering ongoing support, guidance, and expertise. By prioritizing customer success, they cultivate long-term relationships that drive repeat business and referrals.

6. Integrity and Transparency

Great salespeople operate with integrity and transparency, earning the trust and respect of both clients and colleagues. They are honest about what their product or service can and cannot deliver, setting realistic expectations and avoiding deceptive sales tactics. Their commitment to ethical conduct builds credibility and fosters a positive reputation within the industry.

7. Focus on Results, Not Excuses

While good salespeople may be content with meeting quotas, great salespeople are driven by a relentless pursuit of excellence. They set ambitious goals, hold themselves accountable for results, and take ownership of their performance. Rather than making excuses, they take proactive steps to overcome obstacles and achieve success.


In the competitive world of sales, the divide between good and great is vast, but attainable. By embodying traits such as authenticity, continuous learning, resilience, strategic thinking, commitment to customer success, integrity, and a results-driven mindset, sales professionals can elevate their performance to new heights. While the journey to greatness may be challenging, the rewards – both personally and professionally – are immeasurable. So, dare to dream big, strive for excellence, and become the kind of salesperson who doesn’t just meet expectations but surpasses them with flying colors.

Anthony Lobosco

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