Written by Jamie May
Be a sales ninja
I had a sales manager tell me that I was losing deals because of my ego and that I needed to be a sales ninja. What he meant was that sure, have all the success, social life, parties, money and advancement of being a top producing sales rep; but don’t let anyone know your success, blend into the background. Disappear from view.
Telling people your plans release dopamine, which makes you feel good, but it also lowers your chance of success. Your brain has already received its reward and is far less motivated to actually do the hard work, thinking the job is done.
Confidence and enthusiasm are often enough to get a sale. This is a perennially difficult tightrope. Because; ego, arrogance and pride have caused many a lost deal.
So, what is the essence of being a sales ninja?
Firstly, ninja are the pinnacle of skill and masters of their craft, the one you send when you have to get a job done. Bad salespeople constantly talk about their success, good salespeople get deals.
Second is the ego trap. The hardest pinnacle in sales is often trust. Demonstrate you are putting the client first by looking for long term partnerships, avoiding short term, shoddy deals.
Third ninja have stealth. They disappear in a puff of smoke. Think about a bad salesperson that latches on to your face and wants to be your best friend every two week. Repulsive.
You can be more successful when people underestimate you.
Finally, ninja are faceless. A bad salesperson will make it all about themselves. The sales ninja knows it’s about the customer’s journey.
