What top performers do differently — and how to make it your edge
In-home sales is not for the faint of heart. Every day is a rollercoaster of shut doors, tough objections, awkward silences, and the occasional “I need to talk to my spouse.”
But for the reps at the top of their game, it’s more than just grit. They’ve built habits that make the hard parts smoother, the good parts repeatable, and their growth unstoppable.
We talked to reps, managers, coaches, and studied hundreds of real conversations. Here’s what the best of the best actually do — and how you can bring these habits into your next appointment.
1. They Prepare Like Pros (Not Robots)
Elite reps don’t wing it. They stick to the process but they also don’t waste time memorizing every script line. Instead, they prep the way athletes prep — focusing on mindset, intent, and the flow of the conversation.
What it looks like:
Reviewing the customer’s situation, not just their name
Planning questions to uncover needs, not just pitch benefits
Walking in with clarity, not canned lines
Habit Shift: Spend 3 minutes before each appointment reviewing your call goals and prepping 2-3 powerful open-ended questions.
2. They Lead with Curiosity, Not Control
The best reps don’t talk the most — they listen the best. Elite in-home pros ask the kind of questions that build trust and move the sale forward.
What it looks like:
Asking “What’s driving the timing for this project?”
Getting the customer to reflect out loud with asking open ended questions, such as “What would this project be able to do for you?” or “Whats holding you back?”
Letting silence work for them
Habit Shift: Start every appointment with the mindset: “I’m here to help them make the best decision — even if it’s not me.”
3. They Read the Room Like a Second Language
Top reps aren’t just watching for buying signs. They’re tuned into emotion. Tension, confusion, hesitation — they pick it up fast and adjust.
What it looks like:
Pausing when the customer is overwhelmed
Reframing when tension rises
Noticing when to slow down — or push forward
Habit Shift: After every appointment, ask yourself: “What was the real vibe in that room — and did I respond to it?”
4. They Handle Objections Like Conversations, Not Battles
Elite reps don’t fear objections. They know that “I need to think about it” is just code for something deeper — and they’re not afraid to ask what’s underneath.
What it looks like:
Responding with “That makes sense. Can I ask — what would make it a yes today?”
Staying calm, even when tension rises
Helping the buyer feel in control
Habit Shift: Practice one emotional-response objection move each week (ex: acknowledge + ask deeper).
5. They Know When to Push — and When to Walk
High performers aren’t desperate for the deal. They’re confident in their value — and they don’t chase buyers who clearly aren’t ready. But when they see a win-win, they go for it.
What it looks like:
Saying “It sounds like this might not be the right fit — is that fair?”
Creating urgency around what matters to the buyer
Giving the customer room to breathe
Habit Shift: Practice using respectful walkaway language when a deal feels like a grind. Elite reps value their time and the customer’s.
6. They Rewatch Their Own Game Tape
The best athletes watch film. The best reps do too. Not for ego — but for feedback. They want to see what worked, where they stumbled, and how to get better.
What it looks like:
Reviewing their best and worst conversations
Think about why your last sale didn't close. Ask your manager to look out for that on their next ride-along
Spotting patterns in their wins and losses
Habit Shift: Make it a weekly ritual: watch 1 recorded conversation, pick 1 thing to double down on, and 1 thing to improve.
👀 Want your call reviews to be fast, focused, and actually helpful? That’s what SPCloser was built for.
7. They Treat Sales Like a Skill — Not a Personality Test
Not every Elite rep is born with “it” but every one works on getting better at it They know sales is a craft. They study. They test. They grow. And they never assume they’ve got it all figured out.
What it looks like:
Taking pride in the reps they put in, not just the results
Asking for feedback even after a win
Failing forward — and fast
Habit Shift: Reflect after every day: What did I try? What did I learn? What will I do differently tomorrow?
Let’s Wrap This Up:
Being elite isn’t about being perfect.
It’s about being intentional.
The best reps aren’t always the loudest or most polished — they’re the ones who show up prepared, tuned in, and ready to grow.
They care about the customer and they care about their craft.
At SPCloser, we built our platform around reps like that.
We’re here to make great conversations easier to repeat — and great reps easier to coach.
💥 Want to level up even faster?
Submit your email below to receive the Free Daily Habits Checklist for Reps — your 2-minute prep tool to bring these habits into every call.
