The top sellers in the game today do NOT care if people like them. They do not need anyone's approval. But isn't sales about getting the buyer to like us? NO IT ISN'T and the research backs this up. The need to be liked is the #1 weakness of the underperforming sales rep. Read it again. And think about it. According to the Objective Management Group which surveys and assesses sales teams and sales leaders:
Sales reps that need to be liked:
-Are 148% less effective
-Are 147% less likely to reach a decision maker
-Their probability of closing is 151% smaller
-Are less comfortable talking about money and less confident in their price(this one is according to me :) )
-Have more stalled deals in their pipeline(me, again)
-Usually get emotional when things get testy
-Btw 58% of all sellers need to be liked
Elite Sellers do not need anyone's approval and therefore are 329% more effective at creating URGENCY
Dan goes through the research and along the way delivers a high impact approach to overcome the need to be liked and to improve your sales game.
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