Be a Selling Superstar How can you make sure you shine in your customers' eyes? Adopt the top 5 traits clients say their favorite salespeople share.

Over the past 15 years, I've gained a lot of insight from interviewing my customers' customers. After talking to the heads of sales organizations, I ordinarily ask them to provide me with the names of three of their top salespeople. I interview these top reps to learn more about their industry, and then I ask them for some of their own customers to interview. What makes these customers so qualified to describe the attributes of a top performer is that they've been sold to by the best in the industry. Based on those interviews, here are the top five traits found in the best salespeople.

1. Focusing on the customer: Here's what one customer told me: "A good rep approaches the sale from what you need to get your business going. They'll often help you by showing you examples of what other people have done to be successful. They're not after the quick sale; they want a long-term relationship. They help you come up with ideas that are outside their product or service. Unfortunately, with most reps, you get the feeling they're more self-serving than customer-serving."

2. Following through: You wouldn't believe how many customers mentioned salespeople who never called back! The best salespeople get back to customers right away, even if it's just to tell them they're working on the answer and will contact them later. Here's how one customer explained it: "Some reps, when they're trying to get your business, call you all the time and answer your calls right away. But after the sale, they disappear. Suddenly they're never in the office, and you have to leave three or four messages before they call you back. As far as I'm concerned, that's the best way to lose me as a customer."