In part one, we examined many of the positive qualities of a great salesperson. In part two, we continue the discussion about what makes a certain few in the selling world so successful while others struggle.

What makes salespeople great? Are they naturals? If top salespeople have an extra "something," what is it?

Asking for the order after an effective sales presentation would seem to be a common-sense concept. Yet many salespeople are reluctant to do so.

The sales world has exhausted an incompatible amount of effort tutoring salespeople on how to get sales and new clients; however, extremely little is ever said about being focused on continuing these relationships.

For many sales professionals the words, "I'm just looking," feel like the worst kind of objection.

Your greeting may be the most important aspect of the entire relationship that unfolds between you and the prospect.

The ego-empathy balance requires paying attention to another’s desires without wholly sacrificing one’s own.

Once we become elevated to the position of trusted advisor, our customers become more open to the ideas, suggestions, and solutions we present.

Previously, we examined two of the four basic personality types: the Director and the Analytical. This issue will discuss the remaining two personality types referred to as the Socializer and the Amiable.