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REMEMBER: Having a strong ego in this business is a good thing and I would argue it is also a necessity, but that personality trait also has some drawbacks when dealing with sales guests who are being asked to consider ‘buying’ and then to cough up some serious cash ‘today’.
When a TS rep ‘hits-the-tables’ and comes off as being conceited, boastful, self-centered or has an exaggerated view of their own worth and talents, make no mistake about it most sales guests not only pick up on those ‘vibes’ they aren’t impressed, either. In fact that narcissistic disorder kills more deals than it makes.
The only person(s) during the sales process who is to be the “center of attention” is the prospect, and while there is no shortage of ‘Me’ types farting and prancing around our sales centers the fact of the matter is that other group of more confident TS Pros do much better selling when presenting a knowledgeable but humble approach of themselves to their prospects.
It is wise in this business for each rep to come off more like a ‘Clark Kent’ type sales person because, like Clark, the savvy TS Pro knows inside who they really are and because they do and have no need to rip open the shirt (or blouse) and reveal the big red ‘S’ they will laugh all the way to the bank.
TODAY’S VIDEO: Carly Simon – You’re So Vain
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