My Queue

There are no Videos in your queue.

Click on the Add to next to any video to save to your queue.

There are no Articles in your queue.

Click on the Add to next to any article to save to your queue.

There are no Podcasts in your queue.

Click on the Add to next to any podcast episode to save to your queue.

You're not following any authors.

Click the Follow button on any author page to keep up with the latest content from your favorite authors.


Closer Call

Looking for a few good salespeople? Start here.
Magazine Contributor
2 min read

This story appears in the October 2005 issue of Entrepreneur. Subscribe »

There are a handful of traits that will bring your reps the most closed sales and repeat customers. Wendy Weiss, a New York City-based sales trainer and author of Cold Calling College, shares her top five traits to look for in a salesperson:

1. Stick-to-itiveness: The most important trait is the ability to keep going. "Sales can be a tough world," says Weiss. "The stark reality is that some prospects will say no." What the salesperson does with that no is key. They can allow it to stop them, or they can put it aside and continue. Look for someone who does the latter.

2. Empathy and rapport: The ability to put oneself in a prospect's shoes is crucial to building a good sales relationship.

3. Creativity: Being able to think quickly and differently sets a good salesperson apart from the competition and helps him or her solve problems--creating a great edge.

4. Strategic thinking: Planning the approach, and knowing what to say and when to say it, will help good sales reps succeed where others fail.

5. Follow-through: Some people are great openers but have no ability to sustain the sales relationship. Following through, staying in touch and keeping promises put a salesperson miles ahead of the competition.

Kimberly L. McCall ("Marketing Angel") is president of McCall Media & Marketing Inc., and author ofSell It, Baby! Marketing Angel's 37 Down-to-Earth & Practical How-To's on Marketing, Branding & Sales.

More from Entrepreneur

Corene Summers helps clients advancing their health, careers and lives overall through reducing stress, tension and optimizing sleep.
Jumpstart Your Business. Entrepreneur Insider is your all-access pass to the skills, experts, and network you need to get your business off the ground—or take it to the next level.
Are you paying too much for business insurance? Do you have critical gaps in your coverage? Trust Entrepreneur to help you find out.

Latest on Entrepreneur