I checked the figures over and over again with the same result, each time. The added up, so why was my leader not getting it. Despite weeks of work and valuable input from the client, I was meeting resistance from within my organization on the sale of the century. The deal had been years in the making, from an absolute no, to a willing participant in negotiations to an end of the road in sight. It is often said that the Internal sale is sometimes much harder than the external sale. For sure that was the case with this prospect as everyone who needed to be briefed on the deal terms seemed to be totally risk adverse despite the numbers adding up. I mean how could the sales guy come up with this proposition on his own, it had to be wrong, there had to be something that was missed. Ever had this scenario in your selling career?
What some see as confidence others might see as arrogance. It is a very fine line that is more about perception than actual reality. To be sure confidence sells. Selling without it is not an option. So how does one develop confidence to assist with the selling process both internally and externally and avoid the backlash of being arrogant. I am not sure there is a single answer to that subject but for sure it starts with knowing as much as you can about the product your selling, the company you are selling for and the people you are selling to. Preparedness is an often-undervalued skill. It can be taught and encouraged but the will to see it through and conduct it always is innate. On the flip side you do not always get to choose the people you work with. They come with different perspectives, personalities, education, and cultures. These all need to be embraced and taken in to account as you navigate the internal approval channels however painful that might be. Unfortunately, there is also politics, jealousy, spitefulness, and resentment all that no matter what you do somehow can creep into business today. So understanding the agenda both internally and externally is paramount in cutting to the chase to help you get your deal completed but even more important is how to deal with the politics and where the byproduct may actually be selling something.