20 August 2001

Your Salespeople's Impact on Customers

Do your reps have what it takes to close the deal?

by Mick Zangari and Benson Smith
Customers frequently need a nudge to make a commitment. In fact, some of them may need to be bulldozed off the edge of a cliff before they buy. That's where a salesperson makes all the difference. But not all salespeople are equally effective at gaining commitments from their customers. What allows some salespeople to do this consistently?
Smith is coauthor of Discover Your Sales Strengths (Warner Books, February 2003).
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See also
Discover Your Sales Strengths: How the World's Greatest Salespeople Develop Winning Careers
When Top Performers Slump
How Fit Is Your Sales Force?

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