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Character Sketch

What are your salespeople made of? If they have the following traits, you're in good shape.

This story appears in the November 2002 issue of Entrepreneur. Subscribe »

Stellar sellers and entrepreneurs share many personality traits. Entrepreneurs will excel because they have such enthusiasm for their services, and their ebullience is embraced by prospects accustomed to the same old hackneyed pitches. Great closers possess an aura of competence and zeal that never fails to take them to the top of the board each month.

To understand the valuable qualities in selling, we asked experts and business owners what characteristics allow a salesperson to transcend the trite:

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