One key attribute of successful reps is the ability to empathize and connect with customers. After all, sales reps are potential customers too. They're just as excited about new devices, product modules, and ways of doing things. 

Today, customers expect to be approached as peers or even friends. When you encourage your sales reps to put themselves in prospective customers' shoes, you're really encouraging them to be genuine and acknowledge their common humanity. 

Posted: 1/26/16

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