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Just Be Yourself

Next time you go on a sales call, don't pocket your personality at the door.

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This story appears in the October 2001 issue of Entrepreneur. Subscribe »

Think back for a moment to your greatest sales calls. What made them so successful? Usually, it's because the sale went so smoothly. You did all your research, you had in-depth knowledge of your product or service, you set your objective for the call, you closed and, voilà, sales success.

But there's another factor that contributed to that success: you. Because you were so well-prepared, you were able to sit back and sell from the heart.

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