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What Makes a Successful Salesperson?

By Marty Nemko

Summarizing extensive research, the book, How to Hire and Develop Your Next Top Performer says that successful salespeople have five attributes: Empathy: really hearing what's said so they can uncover any hidden agendas or unspoken objections. Ego Drive: They're motivated by, rather than intimidated by, the challenge of closing a sale. Need for approval: craving the gratification that comes from hearing, "Thanks!" Conscientiousness: a discipline from within that says, "I'll do what it takes to do a good job." Resilience: not taking rejection personally--after identifying any lessons to be learned, they move right on to the next customer.

What can you do today?
Do you have those five attributes? If so, should you consider becoming a salesperson? If so, look at the employment ads for salespeople in today's or Sunday's Register. Does anything appeal?

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