The biggest must-avoid trait of a sales-person!

You may be unimpressive, may not understand customer needs, and communicate poorly. You may still survive in sales. But there is one thing that will spell doom for your sales career. It comes in three alphabets – EGO.

PRINCIPLE 1: The prospect is allowed to hurt your ego – but you can never hurt theirs! If you lost a deal that should have been slam dunk and it hurts, don’t show the hurt. Do ask them – ‘why did they chose the other’ with no cross questioning. Learn, say you respect their choice – and ask for a reference now – the time they are most likely to give it – and walk away.

PRINCIPLE 2: If you can’t nurse their egos – keep quite – but don’t hurt their egos! Your prospect enjoys talking with you. Very soon s/he is bringing up a ‘pseudo-fact’ or speaking derogatorily about a political personality you admire. Shouldn’t you let him know the view from the other side?

Avoid divisive topics! You can’t convince them to change their minds & they can’t convince you either. Use the energy elsewhere. Karma works in sales – and it comes back in more ways than you can imagine! Breath in – breath out – let {e-go} – go!

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