Page 23 - Social Media Marketing

CHAPTER ONE

TAKING THE
SEVEN STEPS TO
SALES SUCCESS

I am not one of those sales coaches who believe that every-
one has the potential to be a great salesperson, any more
than I believe that everyone has the potential to be a great actor, a
top-notch surgeon, or an ace fighter pilot. I have worked with some
of the truly great salespeople, and I have noticed something about
them that makes them quite different from other people.
Great salespeople are usually people persons. They are curious.
They engage others in conversation. They get fully involved in
other people's lives, even if it's only for that moment when they're
making the sale. They have a genuine interest in other people, in
the situations those people are in. They nurture relationships, and
through those relationships whatever products and services they
are selling tend to sell themselves.
Just because you have "the gift," however, does not mean that
you are destined to be a great salesperson. I have seen many tal-
ented candidates fail miserably, simply because they didn't have

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