On the other hand, he cautions, salespeople also “have to learn how to put their ego in their back pocket, ask questions, put the customer on the pedestal and take the ‘I’ out of the conversation.”

"The superstar is constantly striving to get better and is never satisfied with his or her performance.”
Rick Grosso, consultant and trainer

As a result of hard work, superstars are so prepared that they’re very confident in the home when it comes to a close. “How do you get confidence? You get confidence by being good, and you get good by being prepared. You get prepared by putting in the time, effort and energy, and school is never out,” Grosso says.

Corporate Culture

Another requirement for good salespeople is that they work within the corporate culture and belong to the team, Grosso advises. He cites a basketball team with several Hall of Famers on its roster but which still couldn’t win against a team that had less accomplished members but who worked effectively as a team. “If you have a superstar that doesn’t fit your corporate structure, he can destroy what’s going on within the company,” Grosso warns.

Grosso’s advice for a company that doesn’t have an effective system is to not be afraid to go outside of the organization to seek help from experts. The average business person is a salesperson or installer who had an “entrepreneurial seizure,” in the words of Michael Gerber (The E-Myth). “They truly don’t know how to run a business so they should go outside and start with seminars and also network, network, network,” Grosso advises.