There are a lot of misconceptions on how to be a top-notch salesperson in today’s competitive and often cut-throat business environment. While some salespeople dive headfirst with only one goal in mind – closing the deal – others rely on their wit and charm to close the deal. Whichever way you slice it, one thing remains true: salespeople dedicate too much time to the results and not enough on the process. In fact, one of the most common complaints about sales representatives is that they don’t know a prospect’s business.