Learn what being a member does for you
The Seller Styles
Learn the styles and take your free assessment
See a summary of all our programs and certifications
Certified Professional Sales Person(CPSP®)
Develop your potential as a certified sales professional
Certified Professional Sales Leader(CPSL®)
Grow your impact as a certified sales leader
Certified Master Sales Professional (CMSP®)
Join the elite group of sales professionals and leaders
Advanced Sales Influence (ASI)
Take your influence and leadership to the next level.
Sales Success Principles
Learn foundational sales behaviors, strategies, and skills
Power of Contact Marketing
Learn from marketing expert and author Stu Heinecke
Join the top 1% of sales professionals in the world.
Next Level Virtual Coaching
Join our ongoing dynamic virtual coaching community
Explore job postings from some of the best companies in the country looking for sales professionals
Daily Dose of Influence!
Enjoy our video series of influence tips and strategies
Leads To Growth
Dig into our podcast featuring industry leaders and experts
Learn from our high-level sales coaching video series
Women of Sales & Influence – Facebook Live Series
Be inspired by our Facebook Live series spotlighting top women influencers
Women of Sales & Influence – Video Blog
Enjoy valuable, high-level sales strategies to empower your sales goals
The Growth Quotient
You’ve heard about IQ, but what is your GQ?
Our Commitment to You
We are here to help your approach to sales, how you interact with others, and how you perform and execute
NASP Sales Blog
Learn from our member-submitted articles for sales professionals
Write For Us
Share your sales expertise and insights with our community
About Our CEO
Standards of Conduct
Common Questions and Answers
Do you love to win? More importantly, do you HATE to lose? When it comes to a sales cycle, are you focused to winning the deal, at times at any cost and refuse to give up even when the odds are stacked highly against you?
If you answered a resounding “Yes,” then you probably fall into the Competitive Selling Style.
You may be asking yourself, “What’s wrong with being a competitive sales professional? After all, I am in sales to closing sales. And any attitude that makes losing a sale is worthless.” If that is what you are thinking, you’re right! You are in sales to drive revenue and this is, most often done by closing sales.
But let me ask you a simple question: Are you in sales to close sales or to earn customers? Your answer is of critical importance and reveals the potential challenges with the competitive selling style.
Customers, not Sales, are the Life Source of Every Business
Behind every sale is a sales professional and a customer. Both are critically important factors and both exists only because of each other. No one can be a sales professional if there are no customers and without sales professionals, customers would not be able to purchase anything and thus become a customer. What this means is that if you look beyond the phrase “close a sale,” you inevitably arrive at the phrase “earning a customer.”
This slight but dramatic shift in your mindset begins to reveal an area of potential challenge with the competitive selling style: A competitive seller is more focused on the sale than on the customer. This mindset can and often leads to customer dissatisfaction and can limit or eliminate customers becoming repeat or loyal customers. It also can lead to the competitive seller “over promising and, in turn, under delivering.” Doing so creates a Win-Lose scenario in which the sales professional wins the sale but the customer loses as he or she fails to receive the expected benefits of the purchase.
Winning at All Costs
Competitive seller’s hatred of losing leads to a mindset of “win at all costs.” This means that the sales professional may need to bend the truth (or outright blow it up) to close a sale and, worse yet, be able to justify the half-truth by believing that the “ends justifies the means.” Sales professionals who adopt this attitude are those that give the sales profession a bad name. They are often referred to as “fast talkers,” “smooth talkers” or “used car sales people.” None of these descriptions serves them well long-term and I can’t believe it does much for their self-esteem.
When a sales professional is consumed with winning and sense that a sale is slipping through their fingers, there is often a temptation to throw a competitor under the bus. Doing so seldom produces the intended results and almost always leaves the prospect with the belief that the sales rep is not very professional.
Lastly, winning at all costs is also an attitude that is dangerous for employers. While there will always be sales organizations that demand a “win at all cost” attitude, most realize that “profitably serving their customers” is the best long-term approach to take.
So what is YOUR selling style? If you haven’t taken the NASP assessment yet, hop on over. You’ll be glad you did!
About the author