Sales Wolves embrace conflict.
Ever heard a salesperson get into a combative discussion with a prospect?
If you are frightened by this thought, please go here.
I get excited by Challenger-level conflict. I mean really excited.
I am excited thinking about Challenger-level conflict right now...
Positive dialogues are those that advance understanding and value for both the buyer and seller. Call me and debate with me. If you are increasing my understanding and creating value, I am going to engage you.
The need to be viewed as nice is a serious barrier to winning in most sales environments. It is pounded into our heads at a young age and throughout our professional lives, "the nice guy/gal finishes first."