September 2013
Beginner
320 pages
6h 20m
English
Content preview from 101 Business Ideas That Will Change the Way You Work
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IDEA #29
The optimistic salesperson
Great salespeople are optimistic people.
What you need to know
Great salespeople come in all shapes and sizes. Despite the obvious commercial benefits of finding an answer, it has proved enduringly difficult to pin down the particular character traits that make some people better at selling than others – with the exception of one. In the late 1990s, Peter Schulman of the Wharton School published a fascinating paper on insurance sales teams that honed in on a specific characteristic that might be the key to successful salespeople: optimism. Schulman’s study found that optimistic insurance salespeople ...
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I’ve been on the O’Reilly platform for more than eight years. I use a couple of learning platforms, but I'm on O'Reilly more than anybody else. When you're there, you start learning. I'm never disappointed.Amir M.
I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.