Know Thy Sales Enemy

 

Can you recognize fellow employees that may be keeping you from making sales? Co-workers who are toxic to your sales may not be so obvious, according to sales writer Geoffery James. In the introduction to a recent article for Sales Machine, he writes “Think your competitors are your worst enemies?  Think again.  Your worst enemies — the people most likely to keep you from making a sale — work right inside your own firm!”

He includes a list of “enemies” to be on the lookout for and includes a breakdown of each by common job titles, distinguishing characteristics, why he/she is an enemy, and how to cope. Number five on the list is“The Brainiac,” who James describes as “so proud of his technical achievement that he can’t imagine that a customer might not be automatically impressed.” According to the article, this offender can overwhelm potential clients with technical information and can treat prospects condescendingly. His suggestion for coping? Limit his/her contact with customers, or if that isn’t possible, warn prospects not to take him/her too seriously.

Going through his slideshow of other “enemies,” do you see any that sound familiar? Or do you disagree with his generalizations?