By Jeffrey Gitomer
Sometimes salespeople get a bad rap. Sometimes they create it.
Sales requires self-confidence but there’s a fine line between self-confidence and cockiness. A finer line between self-assured and arrogance.
And the finest line between proud and egotistical.
As a professional salesperson, there’s a career difference between self-talk = self-performance (the right way) and loose lips sink ships (the ultra wrong way).
Salespeople are not the most loved group of professionals to begin with. We rank above politicians, tax collectors, and (especially) lawyers, but below dentists and dog catchers. All that a salesperson can hope to do is establish a great reputation, and let that propel him to success.
Since the prospect buys the salesperson first, reputation is as valuable (and critical) an element as a he or she can have. How is yours?
One bad event, situation, or story can ruin years of hard work. Continuing stories of neglect or over promising breed career destruction. A salesperson’s self-delusion (failure to admit the problem, and thinking nothing is wrong) will make the situation worse.
Sales hot air can occur at any level. Customers, prospects, bosses and coworkers are all potential victims.
“Come on Jeffrey,” you say, “Get to the point. Give me some examples of self-destructive talk. What is sales “hot air?” Relax, helium breath, here ‘tiz.