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Contagious Selling: How to Turn a Connection into a Relationship that Lasts a Lifetime by David Rich

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CHAPTER 5

It’s Not What You Say or Do; It’s Who You Are

We’re now at the point of the relationship when we’ve gotten face-to-face with a potential customer. In this chapter, we will explore the dynamics of the face-to-face sales appointment and identify the things that build contagiousness and keep the relationship moving forward.

THE PERSONAL QUALITIES THAT MAKE SALESPEOPLE SUCCESSFUL

I’ve been speaking and training sales reps for over 25 years, and I’ve had the privilege of standing in front of over a million people. The most-asked question of my career has been to identify the most important quality a salesperson can possess. Right off the top, I can name dozens including passion, motivation, persistence, organization, charm, and eloquence. ...

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