What is that trait? It’s a balance of empathy and ego strength. Without empathy, a sales person can’t build rapport and connect with a prospect, but too much empathy and there’s no close, and therefore no sale.
What about closing? That comes from ego strength and strong self-esteem. Too much ego strength and you get a bad salesman pushing too hard and frightening clients away. Enough ego strength and you get a confident sales professional.
The ideal sales person is the one with a good balance of empathy and ego. Be aware of the importance of developing a good balance of these two abilities and you will massively improve your chances of success in sales.
“Most people have no idea of the giant capacity we can immediately command when we focus all of our resources on mastering a single area of our lives.” – Tony Robbins