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Kelley Robertson writes:

What separates successful sales people from everyone else? I believe that most successful sales people, in virtually any industry, possess the following characteristics:

1. They are persistent
Selling or running a business for a living requires a tremendous amount of persistence. Obstacles loom in front of us on a regular basis. But it’s what you do when faced with these barriers that will determine your level of success. I believe it was Brian Tracy who once said that a person will face the most challenging obstacle just before they achieve their goal. The most successful people in any industry have learned to face the obstacles that get in their way. They look for new solutions. They are tenacious. They refuse to give up.

2. Successful sales people are avid goal setters

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"Have a time and place for everything, and do everything in its time and place, and you will not only accomplish more, but have far more leisure than those who are always hurrying, as if vainly attempting to overtake time that had been lost."

Tryon Edwards (1809-1894)
Theologian

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In today's highly competitive business environment it is critical to find ways to separate yourself from the other companies who sell the same - or similar - product and/or service. Here are several strategies that can help you accomplish this:

Help your clients achieve their goals. Virtually every business person has specific goals they are striving to achieve. These can include everything from increasing their market share and sales, to reducing operating expenses, to streamlining the business, to incorporating new business practices. Invest time learning the key objectives of each of your customers. Then determine how your products and services can help them achieve their targets. In some cases, you may not be able to help them but recommending someone who can assist them will be recognized and remembered. The more you can help them achieve their goals the more valued you will become.

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Ian's three key issues of business highlighted areas of my business that I need to consider more.

Feedback from Free Business Seminar Jan 2013

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