O'Reilly logo

How to Hire and Develop Your Next Top Performer: The Qualities That Make Salespeople Great, Second Edition by Herbert Greenberg, Patrick Sweeny

Stay ahead with the world's most comprehensive technology and business learning platform.

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, tutorials, and more.

Start Free Trial

No credit card required

CHAPTER 1

The Opportunity and the Challenge

In striking contrast to most corporate positions, sales provides an opportunity for those who want to operate with a good degree of autonomy and independence. It remains the only profession where individuals are judged according to a dollar-and-cents standard. And for those willing to sacrifice the security of a consistent paycheck, sales can be extremely lucrative.

Listen to what David Oreck, inventor of the famous lightweight vacuum cleaner, told us he thought the three most wonderful words in the English language were: “I’ll buy it.”

His approach to selling starts with listening to his customers. One of his customers asked him, “How can I get my teenager to clean his room?” At first David just laughed. ...

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, interactive tutorials, and more.

Start Free Trial

No credit card required