As a young management consultant, I initially struggled to make sales. I tried, as best I could, to copy some of the behaviors that I saw others display when in front of clients. Unfortunately, my results showed that I was getting nowhere.
One of the senior managers, an old hand at sales, took pity on me and one day took me aside and said ”let’s talk”. He told me how he’d watched me sell, and noticed my results were nowhere near expectations. He then asked me: “what goes through your mind when you are in front of a client ?”.
I started blabbering about how I felt self-conscious, wondered if they took me seriously and had concerns around whether what I was saying was actually making any sense at all.
He looked me deep in the eyes and said “Ago. I’m going to give you a little piece of sales advice.”