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Know Thyself

So you lost the sale. Who's to blame? You are.

This story appears in the August 1998 issue of

Forget the stereotypes you've heard about what it takes to be good in sales. Yes, top sellers have strong egos, they are self-motivated and, in some form or another, they are pretty aggressive. But the real key is they know themselves, at least professionally.

For example, every salesperson can recite the story of his or her greatest sale. The really good salespeople can tell you exactly why they made the sale, how they almost blew it and what obstacles or objections they were forced to overcome. Some of that knowledge comes from experience. But even if you're new to sales and marketing, with a little effort, you can still do a good job of determining your strengths and weaknesses.

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