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

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CHAPTER 6

Ego-Strength: The Key to Resilience

When all is said and done, selling is a game of trying to beat the odds of rejection. Rare indeed is the salesperson who can close a sale in two contacts. Any person who is attempting to persuade another individual is more likely to be rejected than to be accepted. What happens, then, to the persuader (the individual who likes himself or herself better as a result of getting someone else to say “Yes”) when the inevitable rejection occurs? The individual feels diminished. But the key here is that the salesperson must never feel totally diminished. When one fails, one obviously does not feel too good, but the essential question is: Does that person have the resiliency—or what we call ego-strength—to ...

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