To Succeed in Sales, Suspend Your Self Interest

Top salespeople, the best of the best, understand that when it comes to selling, it isn’t about them or their product or service. It’s about the other person and how they benefit from it. Do not be a doormat, self-sacrificial, or a martyr in any way. But referring that customer to a competitor when their product is a better fit often builds long-term trust, because it’s clear you’re an honest broker. If you find yourself constantly referring clients to a colleague but don’t receive any referrals back, take a careful look at the situation. It’s fine if you don’t have anyone to refer, but I want to make sure it’s not a lack of confidence. But believing that good things will happen if you help others doesn’t mean you can slack off on the business end. Ultimately, the secret to sales is recognizing what you can control – and what you can’t.