Too afraid to have the conversations that need to be had in order to generate business. Not just to the point of confidence, which would be a great place to land, but to a place of timidity.
They don’t want to be seen as cocky, so they back off on that, too. And it’s hard to be helpful if you’re not around. Not to a place of helpfulness, but to a place of not un-helpfulness, but non-helpfulness. They don’t want to be seen as overbearing, so they back off. But instead of backing off just a bit, to a place of positive persistence, they back way off to a place of inconsistent follow up. It’s interesting to me that some of the best salespeople fail to get orders because they retreat for fear of being seen as pushy. Those who try to be too helpful can come across as smarmy or overbearing, and those who appear too confident are often described as cocky. Those who are too persistent come across as pushy.
But they don’t like those who are cocky, overbearing and pushy.īut if you look at it carefully, the negative traits we’re describing are essentially nothing more than extreme versions of the positive traits. Also between being confident and being cocky.įor the most part, people like those who are confident, helpful and persistent. Or between being helpful and being overbearing. You know there’s a big difference between being persistent and being pushy.
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