A good salesman is born that way; it is not a learned behavior. End of story. Go solve another mystery. This one is over.

Crack any sales help book and you'll find all of the traits the author says a good salesman must have. He must be an early riser, well-organized, diligent, a great communicator, well-dressed, punctual, tactician, statistician, creative, bold, a great listener, a great talker, assertive, convincing, analytical, and maybe mystical. He must be a planner, a time conservationist, and posses the ability and desire to always win. His presentation has to be polished, his words impeccable.

WRONG!

A real salesman has the innate ability to make people like him and listen to his ideas. You can't learn it in any book or sales course. You've got it or you don't. It's magnetism, plain and simple. People buy from people they like not because of a superior product, killer service, and never price.

If you really like people and enjoy the game of getting them to see your point of view, you're a natural born salesman and will do well, very well. In fact, you'll be in the top income percentage of all professions.

If you spend all of your time trying to "learn" sales techniques, you'll look forced and unnatural. Look for work that better suits your temperament. A true salesman is born, not made.

About the author: Brian Grinonneau is the general manager of McMann and Tate Advertising in Perrysburg, Ohio. His firm specializes in helping small business owners cut through the clutter in a crowded advertising marketplace.