Secrets of Selling Services: Everything You Need to Sell What Your Customer Can’t See—from Pitch to Close

19BUILDING CONFIDENCE

Selling, as I’ve never ceased to say for the past thirty-some years, doesn’t just depend on one thing. It’s a combination of lots of different skills and attitudes that when put together form something greater than the sum of its parts. Binding all these elements together is something intangible, something that good salespeople learn through long experience and hone into a winning style.

It’s possible that in your organization you’ll see that some salespeople always seem to get the great commissions and sign the big deals. They’re the ones who get praised in the company newsletter, who work their way up the corporate ladder, and who, on occasion, get the corner office. It’s customary to say that people like that are “born ...