Contrary to what you’ve heard, selling is the oldest profession, because “In the beginning” the serpent sold the apple to Eve. Everybody knows that. You might say she bought wholesale and then sold the apple retail to Adam. And as we now know, that was one expensive transaction.
A key characteristic that separates humans from the other animals identified in Genesis is ego. And while ego can be a beneficial motivator in selling professionally, in order to do that successfully, we must do something that’s in direct conflict with our ego — we have to let someone else talk more than us.
So, when you’re on a sales call – face-to-face with a prospect – what do you do? Do you unload the dump truck of stuff about products, pricing, etc. that your company installed in your head? If that’s your answer, your professional selling career is doomed. [Continue Reading]