The Demise of Nice Salespeople
There's no pussyfooting around it. I feel pretty strongly that I'm right on about this.
My prediction is that we will soon see the total demise of nice salespeople.
And here's why. Today's crazy-busy decision makers have absolutely no time nor interest in working with sellers whose main focus is on building relationships & providing great service.
Instead, they want to work with savvy professionals who bring them high value on a regular basis. To avoid extinction, sellers need to:
- Sharpen their personal expertise in areas relevant to their customers.
- Proactively bring them fresh ideas, provocative insights and information.
- Help them achieve their business objectives.
- Realize that they are the differentiator -- not their products or services.
In short, being "nice" is simply no longer sufficient in today's business environment.
So what do you think? Am I off-base? What are your predictions for the "nice" salesperson?
Jill Konrath is an internationally recognized sales strategist. As author of two bestselling books, SNAP Selling and Selling to Big Companies, she's a frequent speaker at sales meetings and conferences. For more fresh ideas, download her free Prospecting Toolkit.