Do great B2B salespeople, regardless of what they sell, have any practices in common? In other words, do the best salespeople all sell the same way?

A number of years ago, a professional association attempted to answer that question. They studied superstar salespeople from a wide variety of industries and concluded: Yes!

In fact, the best salespeople excel at the same things. Here are the top practices of the very best salespeople:

• They see the situation from the customer’s point of view.
• They ask better questions.
• They listen more constructively.
• They are obsessed with time management.
• They conclude bigger deals.