Negative behaviours which do not serve salespeople...

1. Meek / Nervous

- Easily pushed around, answer all questions posed to them.

- Emotions override the salesperson & they become subservient to anyone in authority.

2. Dominant / Selfish

- Talk mainly about themselves, their product, feature dumps.

- Alienates buyers so that sales resistance kicks in. Lack of self-awareness.

3. Desperate / Needy

- Attached to the outcome.

- Not present in conversation, hear what they want to hear - happy ears.

- Don't disqualify properly - accept surface level answers.

Positive behaviours which do the opposite -

1. Assertiveness

- Tactful leadership, push back where appropriate, provide insight.

2. Curious

- Makes the conversation exclusively about the prospect & their problems by asking lots of good questions. Never accept vague answers.

3. Detached

- Indifferent to the outcome, only aim is to establish the truth. Quick to disqualify

4. Self-assured

- Quietly confident in the problems they solve & don't feel the need to prove how smart they are.