The Demise of Nice Salespeople

Posted by Jill Konrath

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December 29, 2011

grim reaperThere'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?

Topics: Fresh Perspectives, Being Too Nice

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Jill KonrathJill Konrath is the author of three bestselling books, AGILE SELLINGSNAP Selling and Selling to Big Companies. She's a frequent speaker at sales meetings and conferences. For more fresh sales strategies, download her free Prospecting Toolkit.