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To win, sales professionals need the characteristics that make the difference between being good and being great. As competition escalates, these characteristics are fast becoming requirements for winning the sale.

In Richardson Sales Performance’s brief, The Top 10 Characteristics of Effective Sales Professionals, we list the 10 specific characteristics that enable sales professionals to reach farther. We explain why the most effective sales professionals:


  • Build trust to overcome commoditisation
  • Understand the three key buying factors
  • Know the difference between concessions and trading in negotiations
  • Adopt an agile approach

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