There are a few star performers in sales. The other 99% fall on a continuumfrom very good to poor. While this isn't news to anyone, the commonapproach is to hold up the 1% as models for everyone else. “Striveto be a star,” they're told. While that may motivate a few, itdoesn't help the vast majority of salespeople who want to sell morebut don't know how to go beyond where they are.
This picture isn't complicated. For the most part, salespeoplecan do things that bother customers so they lose salesunnecessarily. Here are a number of them.
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