How a Healthy Ego Impacts the Sales Process

By Liz Wendling (SalesGravy.com)

Is your ego unhealthy and destructive or healthy and sound? Does it destroy business connections and sales opportunities? Does it build relationships and create high levels of trust?

Size Matters—How Big Is Yours?  images

There’s no room for a big ego in the sales process. No one wants to be accused of being egotistical and having an exaggerated sense of self-importance. Research shows that a strong and healthy ego is essential for sales and business success. But a massive, unhealthy and out-of-control ego will kill deals and halt success.

Is your ego unhealthy and destructive or healthy and sound? Does it destroy business connections and sales opportunities? Does it build relationships and create high levels of trust?

Huge Ego, Small Income

We all have an ego, even your customers. We need our egos to survive and thrive. Egos are necessary but need to be tempered with a healthy dose of insight, empathy and diplomacy. Big egos turn customers off, compel them to lie to you, and avoid you.

Not all salespeople have big egos that create barriers. Many people think a big ego is another word for confidence, power, expertise, judgment, or experience. Wrong! It’s about self-promotion and self-importance. I win—you lose attitude. People with unhealthy egos are proud of their ability to manipulate and persuade people. They are happy with and see nothing wrong with the way they behave and function in the world.

Your ego is like a fingerprint; no two are exactly the same. Some egos need restraining (example: the loud, take a look at me type), some need lifting (example: the shy, wallflower type), and others only need routine maintenance.

I encounter big egos every day when working with organizations and sales teams. Big egos come out with guns blazing in a room of salespeople. They apparently know everything they need to know about sales and don’t feel the need for any assistance from me. Their ego wants to look good, talk the most, always be right and be the smartest one in the room.

These are the same salespeople who are struggling to close sales. They can’t get anyone to return their calls. And they’re baffled when a seemingly good meeting goes south and prospects avoid their emails and communication. Why? They forgot to leave their big unhealthy ego in the car on their sales call.

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