The Salesperson of Your Dreams

You may never meet the perfect salesperson, but you can certainly dream, can't you?

May 1, 1996

Recently we asked you to tell us the qualities you look for in salespeople, and Miriam Einhorn, president of Century 21--Einhorn-Adler, Elkins Park, Pa., took time out from a vacation to create the ideal salesperson. Here are the qualities she wishes for in a salesperson:

  • An appealing personality that fosters loyalty and inspires confidence, along with the ability to adapt to others' personalities
  • The endurance of a prizefighter and the stamina to survive rejection and bounce back when a couple you've worked with for years buys the home of a family member
  • The tenacity to stay with a difficult transaction and never let it go
  • A legal mind that tells you what to say and anticipates what people might think you said
  • An openness to suggestions for improvement and an ability to adapt to change that technology, especially computers and the Internet, is bringing to the industry
  • A solid base of knowledge about the market, financing, and the law
  • A willingness to WORK (nothing beats it!)
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