SELLING AMONG WOLVES - Without Joining The Pack!
Nice Guys Are Not Doormats - They Excel In Providing The Best
Michael Q. Pink

Promotional Item Idea Margarita Glass Carabiner

A Colorado businessman once told me that his business was hurting because he refused to lower his standards and use high pressure, manipulative sales techniques to close business. His competition, on the other hand, apparently had no scruples and seemed to be prospering despite their use of heavy handed, high pressure "closing" techniques and other questionable selling tactics. He was beginning to believe the lie that nice guys finish last! He felt that he would have to choose between his convictions or profits, as if they were somehow mutually exclusive.

I think nice guys can finish first, but I also think nice guys are people who compete vigorously, though fairly. Being nice does not imply being a doormat. Doormats do finish last! In sales, a nice guy will find ways to out-serve his competition. He should not provide mediocre service and complain about the wolves when he loses the sale. Nice guys excel in providing the best service, the best product and the most innovative ideas in the most clear, concise, and compelling manner. To quote one writer, "they don't flinch in the face of sacrifice, hesitate in the presence of the adversary, negotiate at the table of the enemy, ponder at the pool of popularity or meander in the maze of mediocrity". Indeed, they function with excellence in the marketplace and are a witness to the nations!

Contributed by:
Selling Among Wolves - Principal-based selling with personal or corporate sales training. Learn mroe at www.sellingamongwolves.com

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