Salespersons should have a balance between the optimistic and realistic assessment of the probability of a sale. I find that the more salespersons I meet and get to know, the more the latter is a consistent trait of those who are successful. Our greatest resource is time. Only those who dedicate themselves to the pursuit of finding out whether optimism is justified will be able to use their time efficiently in the long run.
I partner with industrial companies to develop real estate strategies and solve real estate challenges. Based in Orange County, California, USA. Find me on Twitter @chuckberger and on LinkedIn at www.linkedin.com/in/chuckberger View all posts by Chuck Berger