A sales rep called me today to tell me how he lost a sale. His story is simple, and I know that most of can think of times that we have done the same thing. He was just too cocky!
He went into the meeting underestimating the level of professionalism of the group, and as a result he said, he talked down to them. Now mind you, he did not think that he did that, and if he did, he did not do it on purpose. But the feedback that he got was just that. The seven people in the room felt that he minimized them, and none were too happy about that.
When I asked him why he thought that happened, he said that he thought that he had the sale.
Just a reminder, no matter what, don't count on anything until the deal has been signed. And for the love of Pete, don't be too cocky about anything.
Good Selling,
Steve
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