16CLIENT CHALLENGE: “DO YOU UNDERSTAND WHAT I NEED?”
Sales, I find the longer I’m in it, can be largely about egos.
I admit that I have what I regard as a healthy ego. Some people might say it’s inflated, but I think on balance that I understand and appreciate my strengths and weaknesses. I’m not given to boasting (at least, I don’t think so), but I also know that I’m very, very good at what I do. I resent anyone who challenges that, and I’m always ready to defend my long experience of sales training.
At the same time, I understand that there are moments in sales when you have to take whatever ego you’ve got and put it in your back pocket for a few minutes. Even if you know what’s best for the client, even if you’re absolutely sure that what ...
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