It never hurts to periodically do a Sales Skills Checkup.  Here are 25 Habits that personify the Successful Salesperson.  Check the list and after each one rate how you meet it with a number from 1 (the low)  to 10 (the high).  After rating yourself, mark all the ones that need attention, then reevaluate in 3 months.  Don’t beat yourself up about this, just use it as a Guide.  Awareness is a good thing.

YOU 

1. Do what you say you will do.  Absolutely dependable.  No excuses.
2. Quickly moves to asking questions which can yield to important info.
3. Does not waste time with unimportant questions.
4. Get info to move sale ahead, even if it is not what you want to hear.
5. Establish where the sales process is and sets up times for next steps.
6. Truly engages people in conversations.
7. Avoids all scripted and automatic conversations and comments.
8. Uncovers what needs, if met, will cause the client to consider switching to you.
9. Has the patience to develop relationships over time.
10. Can adapt your service to meet different and new client’s needs.
11. Thinks about how to improve CLIENT’S profitability.
12. Helps clients solve their problems, concerns.
13. Asks for and schedules the next contact at each contact.
14. Takes notes at the Sales Call.
15. Clearly demonstrates you are listening.
16. Treats each client to a customized approach and solution.
17. Sees client’s objections as getting important information from the client.
18. Asks for referrals(names and phone numbers and permission to use their name).
19. Thanks clients for all referrals.
20. Conveys success and confidence.
21. Consistently tells the truth, does not overpromise.
22. Can tell when to move the relationship to a deeper level.
23. Conveys flexibility to others.
24. Uses drive time for informational and otivational tapes or CD’s 
25. Are Prompt for appointments.      

The above was taken from a book by Steven Schiffman and adaprted for the Interiorscape Salesperson.

Now, go sell some TOPsiders for me.