Author Robert Stuberg recently wrote an article where he listed key personality characteristics that define successful salespeople. And since no matter what you do for a living, you're in sales, I wanted to share these key personality characteristics with you.

#1 Be enthusiastic.

I like the definition of selling that says a sale is a transfer of enthusiasm. It implies, of course, that the person doing the selling has enthusiasm for his or her product or service and has the ability to imbue the customer with that enthusiasm to the point of making a purchase.

Think of the enthusiasm in terms of the energy behind your sales approach and what it takes to transfer that dynamic to genuine and strong enough, your customer will get it. And you will get the sale.

#2 Show Empathy

Empathy is really the flip side of enthusiasm. Empathy is the process of shifting your focus from what you want to what the customer wants. It's opening your mind to pick up the unspoken signals and nuances that tell you what your customers is really saying.

Empathy in action is asking questions. Becoming proficient at asking questions to get the customer to tell you why he should buy your product. Listen well, and become a sponge for the information that will tell you how to present your product as an essential component of your customer's business.

#3 Use Common Sense.

Common sense is taking time to see thing through, to look at the end game of every transaction. It's being aware that everything you do has consequences.

Another part of common sense is taking time to reflect on all experiences, good or bad, and learning something from them. The best teacher in life should be the mistakes we make.

#4 Apply discipline to your goals.

Of all the qualities that affect your performance, your professional discipline may be the most powerful. Discipline is the steel with which good habits are forged and our good habits determine what we become. Discipline is the key to all human progress. Nothing worthwhile is achieved without the power of personal discipline.

#5 Be creative.

The attribute that is perhaps least understood is the application of creativity to goals. Creativity is the constant focus on finding better ways to do things. This kind of creativity is not an esoteric talent that's limited to a chosen few. It is one of those inner resources we only have to recognize and energize.

Like any unused talent, your powers of creativity improve with use and experience. Apply your creative energies by looking for the better ways to schedule your time, find prospects, make presentations or plan work. Keep in mind that there's always a better way to do things.

#6 Commit to personal improvement.

Work to improve your speaking and writing skills. You will be constantly judged by how well you express yourself. Continue your education to increase your sales knowledge and effectiveness. Those who do not keep expanding their knowledge will be surpassed by those who do. Read at least 30 minutes everyday and build a library of books about selling. Listen to tapes, especially in your car between calls. Subscribe to professional and industry journals, attend seminars and enroll in continuing-education classes.

You can become anything you want if you work long enough and hard enough. Remember "Yard by yard, life is hard; inch by inch, it's a cinch