The brilliance of salespeople

“Look, you’re not so brilliant. But don’t worry because I am.”

That’s, in essence, the approach of a certain breed of salespeople: To play the high status game. There’s a matching breed of customers who that works for. They are ok with someone else taking the lead.

The opposite approach is the low status game which is all about doing whatever the customer wishes for regardless of how useful that is. There’s a matching breed of customers who love that kind of relationship.

For the rest of the customers, a third approach might work a little better: “You’re brilliant in what you do. We’re brilliant in what we do. Let’s so something brilliant together.” It’s a balanced relationship in which everyone gets to shine in their respective field.

Free Webinar: Flip the Script

Find clarity on what success means for you and flip your inner script so you live up to it.

Read More

Nothing new

Humans are story builders. Whatever we experience must fit into a story that makes sense. In a way, you could say that we are “sense

Read »

Football is boring

… unless we root for a team. At which point a whole range of emotions kicks in: hope, joy, sadness, anger, … When we don’t

Read »
Dr. Michael Gerharz

Dr. Michael Gerharz

NEWSLETTER

Crack the
Clarity Code!

Think, speak, and lead with clarity!
  • Start your day with a boost of clarity
  • New posts every weekday
  • Special offers
You can opt-out any time but I think you’ll really like what you get. Please see my privacy terms.