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Building blocks of a top producer

'D-I' combo, thick skin among ingredients for sales success
Published on Oct 7, 2010

What does it take to be a top producer? Is it training, connections, behavioral style or just dumb luck? If you're dreaming about being more successful, understanding your strengths and weaknesses is the first step to increasing your business. 1. The D-I combo Target Training International (TTI) has one of the most widely used versions of the DISC Behavioral Styles Inventory. This instrument looks at your natural and your adapted behavioral styles in four "dimensions." According to TTI, the behavioral profile of a successful salesperson is someone who scores above the 50th percentile on the "D" and the "I" factors. Only about 5 percent of the population has this profile. These individuals are best suited to being in sales. People who score high on the "D," or dominance dimension, are usually hard-driving and aggressive, and seldom worry about rejection. Someone who scores high on this factor is usually willing to do whatever it t...

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