Being Nice vs. Getting Results

I've met a lot of very nice salespeople. Some sell a lot, some not so much.

Part of being a professional at anything is not only knowing what it takes to succeed, but being single-minded in the pursuit of your goals. The big difference between the "nice salespeople" who succeed vs. those who fail is this:

Those who succeed are focused on their goals and results, and treat people well along the way. Those who fail are often caught up in how they treat people, how they come across as treating people, and how much people like them, while the results are left hanging in the balance.

Here's another way of putting it. The "nice guys" who succeed want continued success more than nearly anything else in life. And at their foundation, they treat people well. The nice guys who fail want to be successful, but more important to them is being liked or being considered "nice" when they're not around. While there's nothing inherently wrong in this, in sales it's an insecurity that can become its own ugly obstacle.

I'm not even talking about the root cause issues, but how the idea that a worthy desire in life (being liked) can become an unhealthy preoccupation and hindrance to success.

Any thoughts?

I think you're right on the money. A magnificent obsession.

I love this insight. Very true. Being liked is a great key to success in sales. However, being RESPECTED ranks equal to or even above. As a female in a male dominated business, I think it's especially important to be respected for your abilities. Sales is a time investment . . . . the longer you're in it, the better you do IFyou're in it for the long term. I have also found that when you stand up for yourself and your product, and people know they can't walk all over you~ sales INCREASE. Hey, let's face it . . . . do people want a NICE lawyer or a results oriented lawyer.

Great post BrandonH.

good comment.

Your post reminds me of an interview with Martin Short that I saw earlier this year. If the name doesn't jump out at you, he's a veteran of Second City TV, Saturday Night Live, movies and Broadway.

I was surprised to hear him say in the interview that he doesn't particularly care what people think of him, or words to that effect.

I think it's safe to say that as an entertainer, he's selling himself and I think he's an example or your theory BrandonH.

He's certainly successful.

That's an awesome post BrandonH. The only thing I can say is that if there's a will, there's always a way to become successful.

Originally Posted by BrandonH The "nice guys" who succeed want continued success more than nearly anything else in life. And at their foundation, they treat people well. The nice guys who fail want to be successful, but more important to them is being liked or being considered "nice" when they're not around. While there's nothing inherently wrong in this, in sales it's an insecurity that can become its own ugly obstacle.

You've pointed out a key distinction to success in any endeavor BrandonH. Kudos.

I found many CEO's who asked their administrative assistants how they liked a sales person--were they polite, respectful, etc? I know this because I had more than one person comment to me, 'My Assistant really likes you'.
Something to keep in mind.

Susan

Originally Posted by susana I found many CEO's who asked their administrative assistants how they liked a sales person--were they polite, respectful, etc?

This is true. However, this is not the distinction Brandon has pointed out.