Avoiding Self-Sabotage on Sales Calls

Art Sobczak regularly responds to reader e-mails with hand ons, how- to type advice for becoming a better salesperson. Here’s part of an email he received from a reader, and his response.

“Art, an email I received from a vendor, in response to a question we asked about a policy issue, started out with, ‘You’re not going to like this, but …’

“I continued reading, now feeling bitter. However, what was said was really nothing more than what we already knew and expected.

“I would love to see your take on something like this. A piece on the things we do to sabotage ourselves when all we were intending to do was soften the cold hard reality.”

OK. Good idea. Let’s look at a few.