More salespeople make the mistake of overselling their prospects than underselling. In plain English, they talk their prospect to the point where there is a readiness to buy and then talk them out of that mood, losing the interest and the order after it was there for the taking. You might account for that by [...]

The argument that salespeople are born and not made is partly true, but mainly false. The element of falsity lies in the fact that those who make the statement forget that a strong personality can be cultivated. This would be a sorry world indeed, if the only respects in which you could improve yourself were [...]