Are you a good selling or business development professional? What distinguishes you from the remainder of the pack?With over 27 years of experience working with those that develop business and sell for a living I find the following characteristics:1- Those that seek relationships not a commission check2- Do not procrastinate, using the hours in the day wisely to be with prospective and current clients3- Do not waste “windshield time” on wasteful things or nothing4- Reads voraciously to understand competitive intelligence that aids the client5- Establishes a strategic account profile to understand prospective client opportunities and limitations6- Knows the economic buyer in their accounts and does not waste time with gatekeepers7- Think strategically not tactically to engage buyers8- Learning the client’s business and discovering methods to assist them now and in the future9- Prepare provocative questions that engage and enlighten10-Knows when to listen and when to speak11-Networks constantly to meet new buyers12-Engages a sales process13-Creates emotion and has a passion for the sales process14-Believes in what they are selling15-Nurtures relationships with proper customer service, returning all calls and emails in a timely manner16-Uses and respects the relevance of CRM reporting useful data to upper management17-Understands the importance of customer to customer influences on account management18-Thinks in terms of client outcomes, not units sold19-Dresses professionally and is ready to engage with every client20-Has poise and flexibility to engage gatekeeper and buyer ethicallyUse the following as a checklist for your selling professionals if you are a manager or for you personally if you sell for a living. Check back periodically to determine methods to make you a more effective seller to alleviate time and develop more business.©2010. Drew Stevens PhD. All Rights Reserved.