You ever known a salesman with an ego bigger than their closing ratio?
Be honest now, have you ever lost a deal because your ego got in the way? I think we all have! How about this? Have you ever missed a deal and then intentionally found someone else or some other condition to blame?
That is a false sense of your ability level – that is the ego that we’re talking about. A sales person that thinks he knows, but doesn’t really know, so blames failures on other conditions.
A professional salesperson that fully accepts responsibility and understands there is always more to learn, knows there are things he/she doesn’t know that may be blocking them from the next level of sales production.
Ask yourself, have you ever blamed the customer, your management or some other condition?
- “He had bad credit.”
- “That guy was a flake.”
- “That lady doesn’t know what she wants.”
- “Oh had it not been for the financing I would have gotten that deal.”
- “If only management was more flexible.”
- “Our pricing is just not competitive.”
- “The guy down the street is whoring his product out and has ruined the market.”
These are all indications of a salesperson that is trying to explain away a failed sale. We have all done it.
The reality is…
If you are not taking responsibility for the outcome, learning something new each day and making adjustments to get better, then your ego is bigger than your paycheck.
The best salespeople out there, the truly great salespeople are confident and driven; they can strut around like a banty rooster, but are humble and open minded enough to know what they don’t know.
They got great not because of a pair of $800 shoes, but because they are willing to keep getting better at their trade.
Great sales people study, train and role play because they know there is so much they don’t understand.
The great sales people know they are dealing with human behavior and sometimes complicated people and transactions. Your confidence can only grow out of certainty, not false confidence.
Certainty comes from being a student and drilling until you KNOW your business. In fact, even the best sales people, the ones who are at the TOP of their game, continue to look at what they don’t know. Grant talks to high performers all the time in seminars and coaching who are at the very top of their industry, who have learned all they could, but were still paying top dollar to attend a workshop and buy our products to stay in the game.
They know that no ego, no self-entitlement, or false sense of superiority was worth getting in the way of closing a deal.