CHAPTER 5

Sales

When it comes to sales, there’s an old statement that says 20 percent of the salesman get 80 percent of the sales. The big-league salesmen can close about 80 percent of what they tackle, and they tackle the large targets. I believe this and have experienced this and have seen it in action with salesmen who have worked for me. At one of the companies I worked for, out of 60 salesmen, I could grade only four as being top-notch. What is it that makes one salesman so much better, what is the secret that allows him to close 80 percent of what he goes after?

I believe there are four major traits that set salesmen aside:

1. They go after the large targets without a fear of failure.

2. They think of serving the customer instead of just ...

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