Do you find yourself not promoting yourself as aggressively as you could?.Are you in front of your best prospects as often as you should be?.The late Zig Ziglar used to say, “Timid salespeople have skinny kids.” Find your balance Not being present with ideas and recommendations at the right time, or simply failing to ask the client to make a decision and get us the artwork in time to be able to place the order. In our industry, this means not being in contact as often as we should. “After you,” “No, after you!” They’re so busy insisting the other one lead, that they don’t get anywhere.
Remember the two chipmunks from the old Warner Bros. It’s almost like politeness carried to an extreme. The irony here is that as a result, some very pushy, overbearing and cocky salespeople often end up getting orders, because those who are actually confident, helpful and persistent are too afraid to let their light shine. Too afraid to have the conversations that need to be had in order to generate business. Not just to the point of confidence, which would be a great place to land, but to a place of timidity. They don’t want to be seen as cocky, so they back off on that, too. And it’s hard to be helpful if you’re not around. Not to a place of helpfulness, but to a place of not un-helpfulness, but non-helpfulness.
They don’t want to be seen as overbearing, so they back off. But instead of backing off just a bit, to a place of positive persistence, they back way off to a place of inconsistent follow up. It’s interesting to me that some of the best salespeople fail to get orders because they retreat for fear of being seen as pushy. Those who try to be too helpful can come across as smarmy or overbearing, and those who appear too confident are often described as cocky. Those who are too persistent come across as pushy. But they don’t like those who are cocky, overbearing and pushy.īut if you look at it carefully, the negative traits we’re describing are essentially nothing more than extreme versions of the positive traits. Also between being confident and being cocky.įor the most part, people like those who are confident, helpful and persistent. Or between being helpful and being overbearing. You know there’s a big difference between being persistent and being pushy.
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