PSYCHOLOGY


How to Overcome Insecurities that Can Knock You Out of a Sale


DR. CHARLES LARSON


You don’t have to be perfect to be successful. In fact, it’s how you live with the knowledge that no person or product is perfect that can determine the difference between winning or losing the sale.


Consider three salesmen we got to know during a recent training session: Bill, Hank, and Tom. Bill’s the kind of guy most people


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like. He’s a good listener and intel- ligent. His sense of humor keeps everyone around him smiling. As a salesperson, however, Bill struggles


to be average. He does wonderfully well when he has an agreement from his buyers, but, whenever he comes up against an objection, he becomes insecure. Oh, you can tell he’s inse- cure all right – and so can his buyers: Bill “moves away.”


Hank, on the other hand, is usually aloof and distant. He is all nuts and bolts. He can quote you every detail about his products, and his expertise is unquestionable.


HARISH MARNAD / SHUTTERSTOCK.COM


Your Team Needs To Feel Secure To Sell


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