"Likeability" can play an even bigger role in business than we realize, especially in sales.
Most of us understand that as salespeople we should be knowledgeable about the products or services we sell. Ideally, we should be experts who help our customers make informed decisions by offering new insights. But in many cases, it can be difficult to be more knowledgeable than the buyers themselves. Take car buying [...]
What characterizes the best salesperson?
Recruiting salespeople If you ask the best salespeople what actually sets them apart from the average salesperson? Chances are you won't get a clear answer. In fact, many of them don't really know themselves. A Harvard Business Review study (Seven Personality Traits of Top Salespeople, Steve W. Martin, 2011) conducted personality tests