Selling has changed over the years, but the two most important things for a great salesperson are still resilience and empathy. Jan Cavelle talks with Elzie about how being self-motivated and doing research are key to being successful. It is also important to build relationships with clients and understand their needs in order to provide them with what they want and/or need. They also discuss the importance of listening, drawing out information from potential clients, and building relationships.

Being a good salesperson is about more than just being persuasive. You also need to be resilient and understand your clients' needs. This means that you need to be able to listen carefully and figure out what they want. You also need to be able to build relationships with them so they feel comfortable trusting you.

Episode Highlights

01:16 - You have to make yourself do lots of research and really get the data on your client, and get to know them, so you don't waste your pitching. But also I think these days, you're not talking about the sort of selling that used to go on of, "Hey, look at my product. I'm wonderful." You're looking at actually communicating with people, having empathy with the pain points or their desires, whichever it is, but relation to their emotions and that takes empathy.

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