It's Never Too Late to Be What You Might Have Been
WHAT ARE THE FACTORS that make you successful and effective as a salesperson?
Is it hyper-selling? Is it your ability to induce someone to buy your product by the sheer weight of your eloquence and an astonishing flow of words? Sales drivel and chatter? Oogah-boogah?
Or did you make the sale because you overpromised? Or you overwhelmed the likely buyer? There are some people who just don't like to say no.
I'm certain it isn't any of these offensive approaches. But I wanted to know. I wanted a finite answer to what makes a great salesperson.
So I conducted a number of focus groups. Here's the nature of the questions I probed:
You will grant me these are three penetrating questions. Incisive. Acute. Thought provoking.
Here's what I found. I call them my Four Es: empathy, energy, enthusiasm, and ethics.
These are the ...