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Develop What It Takes


“They’ve got what it takes!”

How often have you heard successful performers described that way? How many times do you suppose that observation is being made by individuals who have not bothered to take the time to study “What It Takes” to be ranked as a star in selling?

Think of the exceptionally successful salespeople you know. You’ll discover, as we have, they possess most, if not all of these seven characteristics.

  • Intensely Goal-Oriented – Some call it vision. Others describe it as purpose, a definite chief aim or a mission statement. Regardless of what you call it, it’s important to have a thought-out dream reduced to writing.

          Building your dream carefully brings the future into the present so you can do something about it now.

  • High Level of Energy – Most refer to this as the foundation of their competitive edge. They can start earlier and stay later than the competition.
  • Mastery of Sales Lines – They are over-rehearsed. Consequently, they feel in control. They words they use are expressed as naturally as they breathe.
  • Do not take “no” personally and allow it to make them feel inferior – They have high enough levels of confidence or self-esteem so that, although they may be disappointed, they are not devastated.
  • Impeccably honest with self and customers – No matter what the temptation to short-cut might be, these people resisted and gained ongoing trust of customers.
  • High levels of empathy – The ability to put themselves in their prospects’ shoes, imagine need and respond appropriately. They make their recommendations their prospects’ idea. They are in agreement with Pascal who said, “People are generally better persuaded by the reasons which they have themselves discovered than by those which have come into the minds of others.
  • 100% Accountable – Successful sales reps don’t blame the economy, the competition, or their company for dips in sales. Instead, the poorer things become, the harder they worked to turn things around.


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