Today we tackle a tough trait that is in short supply according to Mark Twain. The Using Common Sense trait provides for us some insight into a salesperson’s ability to think on their feet. This trait is most important for effectively dealing with a prospect’s objections.
Using Common Sense
This capacity is determined by the persons focus on practical thinking, their ability to see the world clearly and their general intelligence.
A salesperson with strength in this capacity will have use of everyday, informal knowledge that has not been formally evaluated and placed in the decision-making process. The utilization of common sense in the decision-making process appears to be more of a natural reflex than a logical-thinking process.
A salesperson with weakness in this capacity might be encouraged to use solid record keeping, organizational skills and other tools to aid them in obtaining a better, more objective decision.