THREE TRAITS OF EXCEPTIONAL SALESPEOPLE

摘要

I met recently with a customer on Chicago's far north side. I was there to do a KIT-keeping-in-touch-call. I intended to keep the meeting brief, a half hour or less, so I wouldn't have to drive home to the southwest side of Chicago in Friday rush-hour traffic. You can probably guess what happened. During our conversation, my customer closed his office door and began to open up, essentially telling me his life story. In the middle of this personal conversation, he said, "I don't know why I'm telling you all of this. I think I just trust you." Even though I faced a two-hour, rush-hour drive home, I stayed. Why? Because when a customer says he (or she) trusts you, you don't reply, "Gotta go!" My customer's remark reminded me that trustworthiness is an attribute of exceptional salespeople, along with empathy and a positive attitude. Here's my take on each of those three desirable traits.