Critical Characteristics for Success:

Things we can't teach

• Optimism
• Need for achievement / personal motivation
• Curiosity / Listening
• Self-awareness / coachability
• Initiative / Resourcefulness

Things we can teach

• Organization / Prioritization
• Communication skills
• Being a team player
• Developing initial relationships

Non-Teachable

Quality: Optimism

Does not take defeat / rejection personally, ability to move forward in the midst of rejection, can see the one win among the many defeats.

1. What kinds of sales are easiest for you? Hardest? (for more experienced sales people)

2. Describe a sale (or time) where persistence paid off?

3. Tell me about a time when you persisted when others gave up?

4. How do you get through a day full of rejections?