What is that trait? It’s a balance of empathy and ego strength. Without empathy, a sales person can’t build rapport and connect with a prospect, but too much empathy and there’s no close, and therefore no sale.
What about closing? That comes from ego strength and strong self-esteem. Too much ego strength and you get a bad sales person pushing too hard and frightening clients away. Enough ego strength and you get a confident sales professional.
The ideal sales person is the one with a good balance of empathy and ego. Be aware of the importance of developing a good balance of these two abilities and you will massively improve your chances of success in sales.
John Lloyd is a business growth strategist, award-winning marketer, speaker, trainer, columnist and author of the book Smart Thinking for Crazy Times.
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