Main navigation

  • Home
  • Get Help
  • Assess
    • Sales Assessments
    • Sales Competence Model
    • Take the Sales Exam
    • Sales Management Competencies
    • Business Assessment Tools
    • Sales and Marketing Effectiveness Review
    • Bespoke Assessments
    • Should You Hire a Professional?
  • Enable
    • Assess Your Enablement Upside
    • Sales Enablement Services
    • Sales Effectiveness Services
    • Sales Process Facilitated Enquiry
  • Coach
    • Sales Coaching
    • Sales Manager Coaching
    • Business Coaching
    • Join a Sales Peer Group
    • Online Workshops
  • Train
    • Training Needs Analysis
    • Training Programmes
    • Sales Simulation Training
    • Management Development
    • Communication Skills Training
    • Training Return on Investment
    • Training Course Index
  • Free
    • Articles & Reports
    • Accelerate Learning
    • B2B Sales Course
    • Sales Success Formula
    • Sales Training Video Channel
    • Sales Help Posts on LinkedIn
    • Top Salespeople Interviewed
  • About SalesSense
    • How we Contribute
    • Co-Creation Training
    • Problems Fixed
    • Customer Commitments
    • Customers Include
    • Customer Feedback
    • SalesSense People
    • Performance Guarantee
  • Contact
  • 🛒

7 Habits of the Greatest Sales Performers

How to be a salesperson and a trusted advisor.

A picture depicting a popular image of salespeople to support an article about how to be a Trusted Advisor.

If you are new to selling or want to become a salesperson, this list of seven guiding principles may surprise you. If you have been a salesperson for some time, and aspire to become more like a trusted advisor, how many of these principles do you adhere to?

  1. High Standards.

    Salespeople who do better than their peers hold higher expectations of themselves. They set themselves the highest standards of performance and behaviour and are more often accepted as trusted advisors. For top performers, failure to meet their own high expectations motivates greater effort. Less effective peers have more fear of failure and so more caution. Improvement is the province of those who are unafraid to risk themselves beyond the boundaries that most others consider safe.

  2. Helping Others

    Whether it is done knowingly or unknowingly, for selfish or altruistic reasons, willingness to help others without expectation of return, creates trusted advisor relationships. Top salespeople commonly apply this to all relationships, not just those with customers. They recognise that their success rests on the support of others and that little can be achieved in isolation.

  3. Seeking Feedback

    Getting honest feedback is a challenge. Even friends shrink from saying what they really think for fear of offending. Few people risk relationships in order to speak their minds. Instead, top performers measure themselves against whatever factual information is available. They love rankings, comparisons, and competitions, providing that the measurement mechanism is transparent.

  4. Anticipation and Preparation

    Salespeople often shoot from the hip or attempt things without proper preparation. Forethought, planning, and preparation require effort and time. The most effective sellers take the trouble to prepare themselves in advance by anticipating what will be required of them. Top performers invest more effort ahead of events or meetings because they know that choices diminish as the time of action or opportunity approaches.

  5. Valuing Personal Integrity

    Buyers expect a salesman to be reckless with the truth. They are predisposed to be suspicious about anything a salesperson says. It is only when a buyer comes to trust the salesperson's integrity, that he or she can have any influence over the buyer's decision. Effective salespeople are those whom buyers trust to advise them in their best interests. Some people make an art out of engendering trust without nurturing integrity to go with it. Those who take this path, quickly gain a reputation for being less than trustworthy and add to the general perception that salespeople can't be trusted. The harder path is to set oneself impeccable standards of honesty and integrity. Then actions are congruent with words. Buyers come to trust such a salesperson. In other words, those who always offer unbiased advice regardless of its potential to cost them business, enjoy the most success.

  6. Searching for New Ideas

    Commerce is nothing if not competitive. Standing still in terms of product or service innovation marks a decline in value. Effective salespeople recognise that this applies to personal knowledge, methods, and skills just as it does to products or services. They are constantly watching for new ways to become more effective.

  7. Taking Action to Increase Personal Value

    Soldiers spend most of their time training. Perhaps we all would if our lives depended on it. Actively seeking ways to learn and improve their ability gives salespeople a professional edge. This means taking time to read books about selling, join discussions, and attend seminars. It means finding a way to practise new ideas, acquire new skills, and develop abilities. Top sales professionals recognise the need for continuous development and act on it.

Article by Clive Miller

If you are looking for ways to increase sales performance or become a customer's trusted advisor, we can help. Telephone +44 (0)1932 851500. We will be pleased to discuss your needs and talk through some options. Alternatively, send an email to custserv@salessense.co.uk for a prompt reply or use the contact form here.

A panel promoting our Find a Business Expert digital marketing platform.

Picture of Clive Miller, SalesSense founder.

Are you a business expert in need of more customers?

Schedule a Zoom call with Clive Miller.

A rocky path image to illustrate the value of a career development consultation.

Sales Professionals Tool Kit Cover Picture

A panel promoting our sales management training.

Coaching benefits diagram.

A panel promoting telesales training for SDRs and BDRs.

 Comprehensive professional sales career training for new and experienced salespeople.

A panel promoting advanced sales skills and methods training.

Business development management training course.

A panel promoting our course, Winning Complex Sales.

A panel promoting our large account management training course.

A panel promoting our sales negotiation skills training.

Money back performance guarantee.

Site Map    
Guarantee Pledge    
Privacy Policy    
Terms of Site Use    
Terms of Supply    
SalesSense    
Exeter Business Hub;
Queensgate House    
48 Queen Street    
Exeter, EX4 3SR, UK    
Tel: +44 (0)1392 851 500    
e-mail: info@salessense.co.uk
About SalesSense
SalesSense Blog
Clive Miller's Blog
SalesSense on LinkedIn
SalesSense on Facebook
Clive Miller on X (Twitter)

Copyright © 2025 SalesSense - All rights reserved