Published January 2004
by Authorhouse .
Written in English
|The Physical Object|
|Number of Pages||112|
Made. Good salespeople are committed to their craft, and they naturally say, "I am a salesperson." Good salespeople also have what Alexander the Great called dynamis - the will to fight. They know how to listen, and they know how to learn. Sale. But certain skills that form the foundation of success for great salespeople are more inherent to their personalities, something they are going to bring to the table and your sales floor no matter how you train them. Great salespeople can be made, but I think the consistently successful reps were born with the attributes that help make them great. Based upon my research, experience, and observations, I estimate over 70 percent of top salespeople are born with “natural” instincts that play a critical role in determining their sales success. The mediocre sales people are the ones you have to watch out for. They’re often good enough in the early stages to seem like good sales people because they’ve learned to walk the walk. But that doesn’t mean they’ll serve you as well as great sales people – the type you really want.
By Tom Searcy, Founder, Hunt Big Sales @tomsearcy Join us for an Inc. Real Talk Business Reboot conversation with self-made entrepreneur Kendra Scott on how to stay inspired, and connect with your. Psychologists have been arguing for years about the interaction between nature and nurture and the importance of these twin factors on your ability to achieve (or not) in your life. They will probably be arguing for many, many more. In my experience, as a motivational speaker and author, there is no easy answer to this question. Even if you believe that most great salespeople are born, a first step in “making” a great sales force is finding, hiring, and retaining the natural sellers. But talent on its own is not enough. Great salespeople do the same thing everyday. Being a sales professional requires a special kind of mental toughness to ignore all of the times the word no is spoken in pursuit of : Jason Wesbecher.
Most sales forces have a few if any truly great sales people, a lot of okay sales people and some barely scraping by sales people. And, sadly, the same can be said about : My Say. This book reveals what salespeople need to do to become persuasive story sellers.” ―Gerhard Gschwandtner, publisher of Selling Power “This book breaks the paradigm. It really works miracles!” ―David R. Hibbard, President, Dialexis Inc™ “What Great Salespeople Do humanizes the sales process.” ―Kevin Popovic, founder, Ideahaus®. Salespeople Are Made, Not Born If you're building a sales force or improving an existing one, here is an expert's take on issues from personality . Sure, sales reps need to be amazing in answering questions, but knowing what to ask is equally important. Ian Moyse, sales director for Axiom Systems, shared that great sales reps are those who are able to dig deep when prospecting. “A high proportion of sales people still do surface level qualification and miss getting good direction from.