Hang on to your ego

A healthy ego is certainly a good thing to have if you want to be a successful salesperson. Yet, some of us are simply off the chart when it comes to self-importance. You might know who you are, and the rest of us can certainly spot you from a mile away. But, if you’re not quite sure if you’re the poster child of the blatantly autocratic sales approach, answer the following questions and find out for yourself.

Do you frequently catch yourself saying (or thinking) “It’s my way or the highway”?
Sure, you may or may not be able to use this tactic with your kids who are living under your roof. However, if you’re not giving your customers options and choices and don’t bother to negotiate or work to meet others’ needs or wants, you’re guilty!

Guess what? This lack of flexibility translates into you being deemed “difficult” and a “jackass.” Sure, you can stick to your guns, but the people who you’re trying to sell to aren’t going to feel the need to put up with your attitude.

Do you demand that clients sit through your presentation or else?
You’ve diligently developed your PowerPoint presentation, honed your speech and have memorized every benefit and feature of what you’re selling. Of course your audience is going to listen intently from start to finish without interruption. You don’t need to accommodate their pesky time constraints or questions. Right?

It’s time for a wake-up call. Maybe you have a busy schedule, but so do those you’re selling to. Most likely, they have lots of salespeople who want them to sit through presentations just like yours. Unfortunately, there’s probably much more to their day than just listening to their vendors. Hey, give them a break. Make your presentations short and sweet and do your best to work with their schedules.