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What makes a great salesperson? I’ve often thought about this—especially when I’m interviewing sales candidates for an open position. If you complete an Internet search on that topic, you’ll get thousands of hits, so I guess a lot of other people are trying to figure it out also. Every sales organization looks for that “star” salesperson—since most companies realize that just a few of their salespeople make most of the sales. What makes those people the stars?

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