For more on increasing your sales effectiveness, subscribe to the RSS Feed for The Sales Blog and my Email Newsletter. The third sales-related attribute is the ability to prospect. The ability to prospect follows the ability to close, because it requires the ability to obtain … [Read more...]
Differentiate: The Ability to Stand Out In a Crowd
February 8, 2010 By 10 Comments
For more on increasing your sales effectiveness, subscribe to the RSS Feed for The Sales Blog and my Email Newsletter. The second sales-related attribute is the ability to differentiate. The ability to differentiate follows closing because you need to be able to obtain … [Read more...]
Closing: The Ability to Ask For and Obtain Commitments
February 7, 2010 By 10 Comments
For more on increasing your sales effectiveness, subscribe to the RSS Feed for The Sales Blog and my Email Newsletter. The attributes a successful salesperson must possess and develop are built upon the foundational success attributes covered in the last ten posts. These … [Read more...]
Influence: The Ability to Persuade Others
February 6, 2010 By 8 Comments
For more on increasing your sales effectiveness, subscribe to the RSS Feed for The Sales Blog and my Email Newsletter. The tenth foundational attribute for salespeople is Influence. What Is Influence? Influence is the ability to persuade others to act differently, to behave … [Read more...]
What I Am Afraid Of
February 4, 2010 By 5 Comments
I am afraid that you underestimate your competition. I am afraid that you will not go the extra mile. I am afraid that you aren't leaving it all on the playing field. I am afraid that you could have done a little bit more and that it would have been the difference … [Read more...]
Communication: The Ability to Listen and to Explain Ideas
February 4, 2010 By 10 Comments
For more on increasing your sales effectiveness, subscribe to the RSS Feed for The Sales Blog and my Email Newsletter. The eighth essential attribute for salespeople is Communication. Communication follows the first attribute, self-discipline. Self-discipline precedes … [Read more...]
Empathy and Emotional Intelligence: The Ability to Connect
February 3, 2010 By 8 Comments
For more on increasing your sales effectiveness, subscribe to the RSS Feed for The Sales Blog and my Email Newsletter. The eighth essential attribute for salespeople is Empathy and Emotional Intelligence. Empathy and Emotional Intelligence follow the first attribute, … [Read more...]
Caring: The Desire to Achieve a Positive Outcome for Others
February 2, 2010 By 8 Comments
For more on increasing your sales effectiveness, subscribe to the RSS Feed for The Sales Blog and my Email Newsletter. The seventh essential attribute for salespeople is Caring. Caring follows the first attribute, self-discipline. The self-discipline that is the foundation of … [Read more...]
In Defense of Competitiveness in Salespeople
February 1, 2010 By 7 Comments
For more on increasing your sales effectiveness, subscribe to the RSS Feed for The Sales Blog and my Email Newsletter. Introduction David Brock and I have spent a few days discussing competitiveness both online and offline. Our discussion started with my post titles … [Read more...]
Determination: The Ability to Persevere
February 1, 2010 By 9 Comments
For more on increasing your sales effectiveness, subscribe to the RSS Feed for The Sales Blog and my Email Newsletter. The sixth in the foundational attributes of sales effectiveness is Determination. Determination follows the first attribute, self-discipline. Self-discipline … [Read more...]
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