Aptitudes - Resilience

The ability to quickly recover from adversity.

As a strength:
The salesperson will display an almost fearless approach to the difficult tasks involved in successful selling.  They will handle criticism and rejection from others with objectivity and not take it in an overly personal way.  The salesperson values themselves based on their own appreciation as opposed to opinions of others.  They have the ability to take action as a result of their own decisions.
 
As a weakness:
A salesperson who lacks this aptitude tends to show a strong need for the prospect’s approval as opposed to closing new business.  They view rejection or criticism as a personal affront and will react accordingly (i.e. in a defensive, hostile or emotional manner).  The salesperson will avoid asking the difficult questions that advance a sale through the qualifying stage of the pipeline.  Rejection from prospects or customers will shut them down for an extended period of time.

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