If you're young enough, some of the questions in the first few paragraphs won't apply because you haven't experienced the world without the innovations mentioned below.  Don't let that prevent you from reading this because after the milestones, we'll get to the good selling stuff. For those of you who are my age or older, do you remember the first time you saw color TV?  For me it was the Tonight Show with Johnny Carson in the early 1960's. Or the first time you watched Cable

A lot of the salespeople I coach have a weakness in their Sales DNA - their need to be liked.  Approximately 58% of all salespeople have this weakness and on average, salespeople score 76% in that competency.  Elite salespeople have an average score of 87% and weak salespeople have an average score of 69%. What would it look like if we were to pivot this data and look only at the group who have it as a weakness?  When we filter the results by the need to be liked, there are s