There's a lot more to it than that, however. Here is the whole process:
You may find it useful when interviewing salespeople.
Chet discusses a study of top achievers--one commonality they found: A "blindly encouraging parent of the opposite sex." (go to 38:25 mark). Ex: If you read Jack Welch's books, he talks about his very encouraging mother.
(Post title quoted from Holmes, Chet (2007-06-21). The Ultimate Sales Machine: Turbocharge Your Business with Relentless Focus on 12 Key Strategies (p. 94). Penguin Group. Kindle Edition.)