Mind-set: the beliefs and behaviors of sales success. Self-discipline: the art of "me management" ; Optimism: a positive mental attitude ; Caring: the desire to help others ; Competitiveness: a burning desire to be the best ; Resourcefulness: finding a way or making one ; Initiative: taking action before it is necessary ; Persistence: breaking through resistance ; Communication: listening and connecting ; Accountability: owning the outcomes you sell ; Mastering the mind-set elements to create influence -- Skill sets: the abilities of sales success. Closing: asking for and obtaining commitments ; Prospecting: opening relationships and creating opportunities ; Storytelling: creating and sharing a vision ; Diagnosing: the desire to understand ; Negotiating: creating win-win deals ; Business acumen: understanding business and creating value ; Change management: building consensus and helping others change ; Leadership: producing results with and through others ; Exercising the skill-set elements to create a competitive advantage.