A Healthy Ego is Essential to Sales Success

A Healthy Ego is Essential to Sales Success

Too many times the word ego has a negative connotation. No one likes to be accused of being egotistical – having an exaggerated sense of self-importance. However, it’s having a strong ego that is critical to successful sales.

We all need to have ego. It’s how we distinguish ourselves from others. Having a healthy inner self enables us to face challenges, adapt to changes, and make choices. How do sales superstars build their egos to strike a balance between too much and not enough in order to achieve success?

Sales superstars believe in themselves. Failure does not exist. Instead, the superstar says, “I made a mistake, what did I learn?” “How can I use my new knowledge to go on and succeed?” Thomas Edison had a strong ego. After 10,000 futile attempts to invent the light bulb, Mr. Edison was asked, “How can you go on after you have failed 10,000 times?”  “My good man,” Mr. Edison replied, “I have simply found 10,000 ways the light bulb will not work.”

Sales superstars understand fear. We’re all scared at times. We all hate rejection. What differentiates the sales superstar is the ability to move through the fear (reluctance) by asking, “What’s the worst thing that will happen?”  “What’s the best thing that will happen?”  “What probably will happen?” Think back to the last sales call you resisted and yet completed. How did you feel? Just this week, I moved through the sales call fear, reached the decision maker on the first attempt (unbelievable!), and was hired for the engagement as if he were waiting for my call. To think I was actually considering not making the call!

Sales superstars make decisions. Decisions need to be made. What product will best satisfy your client? What strategy will solidify the client relationship and gain the outcome your client expects? What pricing strategy will meet the financial considerations of the buyer? Identify the pros and cons in a given situation, make a sound choice, and believe in the strategy.

Sales superstars know when to put their ego aside. The true test of a star salesperson is the ability to focus on what’s in the client’s best interest. Many sales organizations have “games” they play. Booking an order on a certain date or with a certain vendor may mean perks for the salesperson. But is it the right decision for the client? When a salesperson can totally focus on what’s in the client’s best interest, that’s good business practice.

Sales superstars feed their sense of self with healthy morsels. We all have negative thoughts. The key word is thoughts – not reality. The superstar continually eliminates negative thoughts by introducing positive ones. Supportive thoughts come from coworkers, friends and family, motivational authors and speakers. Review your client list or recent successes to reconfirm your accomplishments. Keep powerful, positive information with you at all times.

Sales superstars have the same ego-deflating issues non-superstars have. The only difference is that the superstars know how to manage and control their ego to benefit the client and ultimately themselves. Incorporate these ego-building skills into your sales life and you’ll see significant results.

Emily Huling Selling Strategies, Inc. P.O. Box 200 Terrell, NC 28682
Phone: 888-309-8802 Fax: 888-309-7355

Comments for this post are closed.