Habit 8—One-Upping
The constant need to top our conversational partner in an effort to show the world just how smart we are.
We’re not sure if this is a deep-rooted psychological insecurity common to our culture or an outgrowth of the ultracompetitive nature of sales in general, but regardless of the source, the urge is there and it pulls us apart. You tell your associate about a painful dental procedure, and she comes right back with an even more detailed recounting of a more serious, more excruciating experience in the chair. Your brother laments his retirement account implosion, and you let him know how much your house has depreciated in the last 12 months. Even in stories with a happy ending—someone recounts a bluebird sale that just flew ...
Get What Got You Here Won't Get You There in Sales: How Successful Salespeople Take it to the Next Level now with the O’Reilly learning platform.
O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.
