It’s All about Process, Not Personality

Game Changer: When we understand that everyone can sell, despite what personality they possess, and then integrate efficient sales processes with evaluation, course correction, and team training, sales effectiveness dramatically improves.

When I went into business some 20 years ago, I recall my brother asking me how I was ever going to do well in business, highlighting my quietness and reserved nature. I wondered at the time if he might be right. I had come across other extroverted salespeople who seemed to be infectious in their enthusiasm and appeared they could talk all day. Other books I read and seminars I attended at the time also highlighted the need to be an exciting and vivacious ...

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