I’ve been told so many times that great salespeople are great talkers. So I should look for talkers, those salespeople I refer to as yappers to hire.

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I very much disagree. Sure, some great talkers are great salespeople, yes, but not the majority of the great ones.

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Here's who gets my vote as the best salesperson. It’s the one that asks the qualifying questions, at the right time, in the right sequence, to get the necessary information to determine whether it's a qualified prospect.

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And clarifying that’s someone who has a good chance of buying from me if I do what I should.

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She listens to the answer and follows up with additional questions to make sure she understands. Then she helps the person that she listened to solve their problem.

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She never assumes the answer. She confirms the answer by asking another question. That's who I think wins the contest, and wins more sales and makes good money.

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If that's all I have to go on, she's the better salesperson. She's better at listening than yapping.