Top Performers, What Sets Them Apart?

What Sets Top Performers Apart in Home Improvement Sales? Key Differences Between the Best and the Rest

In the competitive world of home improvement sales, not all salespeople achieve the same level of success. While many work hard, only a few consistently rise to the top. What separates these top performers from the rest? Is it natural talent, relentless effort, or something else entirely? 

At Elevate Sales EQ, we’ve studied the habits and strategies of high achievers in the industry, and the differences are clear. In this post, we’ll break down what sets top performers apart and how you can apply these insights to elevate your own sales game. 


1. Mindset and Attitude: The Foundation of Success
Top performers in home improvement sales approach their work with a growth mindset. They believe that their skills can be developed through effort and learning. When faced with rejection or challenges, they don’t see it as failure—they see it as an opportunity to improve. 

On the other hand, average performers often have a fixed mindset. They may believe that their abilities are static, which leads to frustration and stagnation. When things don’t go their way, they’re more likely to give up or blame external factors. 

How to Apply This: Start by reframing setbacks as learning experiences. Set small, achievable goals for yourself and celebrate your progress. Remember, success in sales is a marathon, not a sprint. 



2. Preparation and Discovery: The Secret Weapon
Top performers don’t rely on luck—they create their own opportunities through thorough preparation. Before meeting with a prospect, they prepare and then do a deep discovery to uncover the homeowner’s needs, preferences, and pain points. They also stay up-to-date on industry trends and product knowledge, so they can speak confidently and answer any questions. 

Average performers, however, often rely on generic scripts and pitches. They may not take the time to understand the unique needs of each prospect, which can make their approach feel impersonal and ineffective. 

How to Apply This: Develop a pre-call research checklist to ensure you’re fully prepared for every interaction. Invest time in learning about your products, services, and the latest industry trends. 



3. Communication Skills: Building Trust and Rapport
One of the most noticeable differences between top performers and average performers is how they communicate. Top performers are skilled at asking insightful questions and actively listening to the answers. They build rapport quickly and use storytelling to make their pitch relatable and memorable. 

Average performers, on the other hand, often focus more on talking than listening. They may use a one-size-fits-all approach, which can make it harder to connect with prospects on a personal level. 

How to Apply This: Practice active listening by asking open-ended questions and truly focusing on the prospect’s responses. Develop a few compelling stories that highlight the benefits of your products or services. 



4. Time Management and Discipline: Working Smarter, Not Harder
Top performers are masters of time management. They prioritize high-value activities like prospecting, follow-ups, and building relationships. They use tools and systems to stay organized and ensure nothing falls through the cracks. 

Average performers, however, often get distracted by low-priority tasks. They may lack a clear system for managing their time and pipeline, which can lead to missed opportunities and inconsistent results. 

How to Apply This: Use a CRM or sales management tool to stay organized and track your progress. Focus on activities that drive results, and don’t let distractions derail your productivity. 



5. Resilience and Persistence: The Art of Not Giving Up
Rejection is a natural part of sales, but top performers don’t let it stop them. They follow up consistently without being pushy, and they stay focused on their long-term goals. They understand that success often requires persistence and resilience. 

Average performers, however, may give up too easily after facing rejection. They might fail to follow up with leads or get discouraged by short-term setbacks. 

How to Apply This: Develop a follow-up system to ensure you’re staying in touch with prospects. Remind yourself that every “no” brings you closer to a “yes.” 


6. Customer-Centric Approach: Solving Problems, Not Just Selling
Top performers know that sales isn’t just about closing deals—it’s about solving problems. They focus on understanding the customer’s needs and providing solutions that truly add value. This customer-centric approach builds trust and leads to repeat business and referrals. 

Average performers, however, may prioritize closing the deal over addressing the customer’s needs. This can make their interactions feel transactional and limit their long-term success. 

How to Apply This: Always put the customer first. Focus on building relationships and providing value, rather than just making a sale. 


Conclusion: Elevate Your Sales Performance
The differences between top performers and average performers in home improvement sales come down to mindset, preparation, communication, discipline, resilience, and a customer-centric approach. The good news? These are all skills and habits that can be developed with practice and dedication. 

At Elevate Sales EQ, we’re here to help you unlock your full potential. Whether you’re just starting out or looking to take your sales career to the next level, we have the tools, resources, and insights you need to succeed.