Sales people have been conditioned to be nice to customers since the beginning of commerce. That’s a good thing – who wants to buy from a jerk? However, many salespeople cross the line between being nice and acting like a doormat. Today, more than ever, showing any sign of desperation hurts the performance of sales professionals. The scary thing is that they don’t see it coming. Their “customer is always right” mentality is killing them, but no one ever tells a sales person that they lost a sale because they were too nice.
I’ve developed a list of ten reasons to stop being so nice, or a doormat, for your customers and prospects. Hopefully, after reading this list you’ll realize how you might have lost that sale last month, or why you can’t get in the door with those three prospects, or why your closest customers still put out their projects for competition.
