There are only three ways to sell more. Do more right. Do less wrong. Or, do both. Every successful software salesperson knows that there are many skills and attitudes that contribute to their success, but there are twelve critical attributes that the sales super stars have integrated into their overall sales strategy. The following are in no particular order, but if you want long-term consistent success you will embrace and incorporate each of them into your routine sales attitudes and behaviors.

1. Make a sale, you’ll make a living. Sell a relationship and you can make a fortune.

Poor salespeople focus on just closing the sale. Successful salespeople focus on closing the sale and the relationship. Which is your approach?

For many salespeople, the close of the sale, typically comes at the end of the sales presentation. It represents for many, the final act in the sales process. It is unfortunate that these poorly informed or trained salespeople, lack adequate understanding of the role of selling in today's competitive world.

Selling is not about only closing the current prospect on a particular product or service that solves one of their pressing problems, needs or desires. It is about building a trusting relationship and partnership with them, by becoming a resource, and helping them solve their on-going problems, or satisfying their continuing and evolving needs and desires. Super stars know that the lifetime value of a client is far more than the value of one sale or transaction. They take along view of the relationship. It is not just about this sale but future sales, referrals and customer trust and loyalty.

2. People buy when they are ready to buy not when you need to sell.

One of the critical concepts that sales super stars know is that their role is to help people buy and that just because they may be behind in their sales quota is not a reason why a prospect should buy from them now.

You don’t change people’s buying habits or circumstances. What you can do is accurately discover them and then attempt to create a sense of urgency. A lot of buying is done due to momentum. It is important to discover those ‘real’ reasons or circumstances as to why a prospect would buy now, later, not at all or never. Once you have discovered their real issues the sales super star tailors their appeal to those specific needs, desires and buying circumstances.

3. When you sell price you rent the business. When you sell value you own it.

Most poorly trained salespeople tend to lower the price when they receive price resistance. Any price, no matter how low, will always seem high to a prospect or customer if their perceived value is low. The key to effectively handling price resistance is to understand this simple, yet profound, concept.

Prospects and customers say they want low price, but what they really want is low cost. What is the difference?

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