What sets apart the top 2.1% of sales professionals who earn the prestigious President’s Club trip from the rest of the pack? I recently caught up with my old friend Rob Parker to find out.

Rob Parker is an accomplished sales professional with over 30 years of experience in the industry. He believes that there are several important factors that make a salesperson successful.

High level of professionalism and ability to do creative deal making: Salespeople must have a deep understanding of the product or service being sold, as well as the customer’s needs and expectations. They must also be able to think outside the box and come up with innovative solutions that meet the customer’s needs while still being profitable for the company.

Passion for helping the customer and doing what’s right for them: Building a relationship with the customer is more important than just making a sale. Successful salespeople are willing to go the extra mile to ensure that the customer is satisfied, even if it means sacrificing some short-term gains.

Willingness to put in extra effort and do necessary homework and preparation for sales: Researching the customer’s industry and understanding their business needs, as well as preparing for objections and being able to handle them with ease.

Being able to maintain a positive attitude: Successful salespeople genuinely enjoy the job and find fulfillment in helping customers solve their problems. They understand that sales is not just about making money but also about building relationships and making a difference in people’s lives.

Finding a balance between enjoying rewards of success and continuing to work hard and excel in sales: Success is not a destination but a journey. Top-performing salespeople are always striving to improve and reach new heights.

By cultivating professionalism, creativity, passion, hard work, positivity, and balance, anyone can achieve success in sales and join the ranks of the top 2.1%.