For the next several months my blog will focus on the attitudes, behaviors and knowledge that makes a great salesperson. I believe that these are fundamental qualities of a great salesperson. Self-confidence or ego strength is an important attitude for being a successful salesperson. Being self-confident in your dealing with prospects and customers gains respect. And we all know people buy from those they like and respect.
Ego Strength Builds Self-Confidence
Ego strength helps great salespeople deal with the stresses of selling. And don’t we know dealing with prospects and customers is stressful! Being confident salespeople allows us to make the best decisions for the prospect and create a mutually beneficial, long-term relationship. My mentor Jim Wilson puts it this way:
“We are taught at an early age that it is good to be popular, to be liked. The desire to be liked, when over-used, can become a need for approval, which is deadly in sales. Some salespeople work harder to get the prospect to like them than they do to get the order! If you look for approval, you may not confront difficult situations. Don’t let this happen to you.”
Great salespeople have high ego strength. This allows them to control their emotions in challenging situations to come with good solutions to problems. Have the courage to ask good questions, understand the customer and make good decisions….