The 20th century approach of one-upmanship, although still encouraged by many traditional sales managers, seems to be slowly retreating into the shadows of the past as crude and old-fashioned. Polar opposite to the latter, but just as unproductive, are the approaches of:
A whining puppy (pleading for a sale trying to make customers feel sorry for you).
A chameleon (always bending and twisting yourself to fit any situation, often losing yourself in the process).
A parrot (not adapting your approach enough to suit the style if the client).
These approaches often annoy customers and elicit pity rather than trust.
Too many sales people (in particular those new to sales) feel they need to pretend to be someone else or be something … read more by subscribing.
New Article Email Notification