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Hal Becker’s Ultimate Sales Book by Hal Becker

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LESSON 2Characteristics of a Top Salesperson

Studies show that most salespeople are either average or below average. Making your quota does not mean that you are successful. It means that you did enough to keep your job by producing at the expected level. Think about it. Would you want to go to a surgeon who said, “I performed the surgeries on the list, but didn’t know a thing about the patient or why they needed the operation”? I don’t know about you, but I want to be operated on by someone who is not only at the top of her profession, but also knows what is best for me and why.

I see many people in the training business or managers in a corporate sales environment who complicate something that’s so simple. The question often asked is, “What ...

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