Our Expert is: Keith Frein
Qualification: Keith has successfully built a company from $5,000 to 44 million. Keith is now spending a wonderul time with his family and building another great business.
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Keith's Weekly Insights

Tip #16--The best salespeople....
April 30, 2008

I have always considered myself a salesperson at heart. I morphed into an Entrepreneur, but never really left the sales guy behind. Being able to sell is as critical to a business owner as finding water to a dying man in the desert. You just have to do it, or else...

Being a great salesperson entails an incredible number of skill sets. Possibly what separates the average salespeople from the legendary ones are the following.

Candor---The best salespeople are honest and straightforward. They do not exaggerate. Sometimes you just don't know something. Being honest about being ignorant is better than making stuff up any day of the week.

Cares---You have heard the saying, "People don't care about how much you know until they know how much you care." Its true. People want to know you care about what they think. You do that by listening and asking questions.

Competence--The top sales guys are not only great relationship people, but they are professionally sound, technically proficient and experienced.

If you know salespeople with these core skill sets, the odds are they are probably in the top tier of their organization. These professionals add value to a business.

Keith Frein is the former Co-CEO and Co-Founder of PPR Travel. During Keith's tenure as Co-Founder, the company was ranked as the 5th, 7th and 8th best Small Company to work for in the United States by the Great Places to Work Institute. Keith has recently retired and is working on bringing a new nutritional beverage to market through relationship marketing. Please send comments or questions to keith081@gmail.com.

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