You know those types of people we refer to as marshmallows? They have a tough exterior, something about them seems hardened or brusque. But when we get to know them, they turn out to be softies. Actually sweet. They have a squishy inside because they care about people. That’s just not what they show at first to the outside world.
Effective sellers do well to be the opposite of these marshmallow types. If you can be soft on the outside, empathetic and compassionate and interested in your buyers, while being tough on the inside you’ll do well long-term in sales.
Sellers who develop a tough exterior usually do so because they have a defense mechanism. After all, selling is difficult, and you have to develop the strength to be able to hear the word “no” over and over again. But that should be what is happening internally. That toughness should be a fortitude, a determination, a resilience so that you can keep pressin
You can read the full store at Managing Americans In Sales, You’ve Gotta Be Soft on the Outside and Hard on the Inside