Top salespeople are successful because they sweat the details. They probe for pain, help their prospects, and run effective sales calls. They listen closely to what their prospects say, effectively determine the right solution, and ask for help when they need it. Top reps are articulate, assertive, and direct. And most importantly, they don’t use “weasel words” — words or phrases that subliminally undermine their credibility.

Hiring expenses are on the rise, with even small businesses often shelling out five figures for each new hire. Contributing factors include persistently low unemployment rates, an aging workforce, and a growing preference for freelance work. So when you finally find the right person for the role, it’s essential to onboard them quickly but effectively to make good on your substantial investment.