By Kyle Husfloen
Antique dealer furnishings cost Guide examines all significant forms of American and ecu furnishings from the 17th century throughout the mid-twentieth century through a evaluate of beds, benches, cradles, sofas, armories, and extra, whole with furnishings relationship chart, rate advisor, and multiple thousand colour photographs.
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Talents seven through ten, however, are more preference than talent, and with these you have some leeway. This will be explained when you learn the talentbased interview process in chapter 5. Let’s get to our first talent. T H E 1 0 S E L L I N G T A L E N T S 39 1. Work Ethic: Quality Versus Quantity The first talent relates to your candidate’s work ethic. ” Half of the world’s top salespeople are wired for quantity—that is, they need to be busy and productive. They like their day filled; they are hardwired to make many calls and many sales.
But the final touches we would install if we were building a salesperson from scratch would depend on the specific daily interaction activities. Over the years I identified and refined ten different selling talents. After you read their definitions you may realize that you have several different sale types within your organization—each requiring different talents—that are currently being executed by the same salespeople. This usually explains why you have salespeople who seem to always sell the same few products or services, and rarely sell others.
Concept Preferences 7 Sale Cycle: Short vs. Long 8 The Solution: Unique vs. Commodity 9 Products: Many vs. Few Decision Makers: Many vs. Few 10 * Always * Good Speaker * Good Listener The first six talents deal with how people are hardwired in terms of work ethic, tolerance levels, ability to influence, and aptitude for abstract communication and thinking. One person’s idea of “working hard” can often put another person to sleep. Some people’s idea of fun on the job can be hell to others. Top salespeople all influence other people very well, but their specific communication abilities vary greatly.