What makes a salesperson great -- better than the rest -- better than near great? What are the strengths, skills and techniques that put the truly great sales professional over the top? In working with the sales forces of corporations throughout the country, we have identified the following 11 major differences in selling between Great and Near Great Salespeople.

Great Salespeople...

1. UNDERSTAND THE NEED TO ASK QUESTIONS. Near Great Sales professionals are good listeners, and they listen to everything the prospect says. Great Salespeople are always asking questions, because asking is the key to selling.

2. MAKE MISTAKES. Near Great Salespeople are very careful. They never make mistakes. Great Salespeople are always making mistakes because they are not afraid to take risks.

3. UNCOVER SOLUTIONS. Near Great Salespeople uncover problems and understand how to find them. The truly Great Salespeople uncover solutions.

4. UNDERSTAND THEIR PROSPECTS BUSINESS. Near Great Salespeople understand their business and possess strong product knowledge. Truly Great Salespeople understand business from the perspective of their customers and know their customer's products.

5. USE WORDS WISELY. Near Great Salespeople use wise words. They know how to use wise words and cliches to develop a rapport quickly. Truly Great Salespeople use words wisely and know how to use words to communicate what they truly mean.

6. SEEK HELP. Near Great Salespeople accept help and are not afraid to have their managers step in and help them succeed. Truly Great Salespeople actively seek help and are always looking for new and different ideas from different areas of the company.

7. PRACTICE PERFECTLY. The Near Great Salespeople practice their skills and craft. Truly Great Salespeople practice perfectly.

8. USE THEIR RATIOS TO SUCCEED. Near Great Salespeople understand and can analyze their ratios. Truly Great Salespeople use their ratios and work their numbers to help them succeed.

9. DON'T CARE ABOUT COMMISSION. Near Great Salespeople share the credit or commission with the members of the sales team. Truly Great Salespeople are more concerned with the welfare of their customers than they are with their commission check.

10. LIVE THEIR PRODUCTS. Great Salespeople believe in their products. Truly Great Salespeople live and breathe their products.

11. SEIZE THE SALE. Near Great Salespeople see the sale -- they can visualize the success. Truly Great Salespeople take action and seize the sales opportunities.

Stephan Schiffman is president of D.E.I. Management Group Inc., a sales training and consulting company based in New York City. He is the author of several books.