Indeed, top sales performers are highly optimistic, Smith contends. “Most issues don’t shake them; they cover their appointments wherever and whenever; they seldom complain; and they understand their job,” he says.

“They are system followers,” he continues. “They’re scripted, rehearsed, prepared and ready to deliver their presentation in any situation without prejudgment or reaction,” he continues.

Finally, Smith says, “They believe wholeheartedly in the company and the products they represent, and it almost pains them if they hear anything negative about the company; they’re loyal and very trustworthy.”

Practice

“Practice, practice, practice,” is Brad Pompilli’s secret of success. He is president of Tri-State of Branford in Branford, Conn., a full-service specialty remodeler and a company that rigorously follows a scripted sales program.

Where does he find sales superstars? He doesn’t. “We generate our own salespeople; we do not hire salespeople because we have a complete scripted package that we teach them. When we have a person who follows our system, we can train and monitor [that individual],” he says.