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Strictly Sales: Winners know how to use emotions for motivation

"Strictly Sales" is written by the faculty of the Dynamics of Selling program. This month's column is from David Connolly, ARM. VINCE Lombardi was fond of saying, "Winning isn't everything, it's the only thing," and, "Show me a good loser, and I'll

By David Connolly | Updated on August 31, 2004

“Strictly Sales” is written by the faculty of the Dynamics of Selling program. This month’s column is from David Connolly, ARM.

VINCE Lombardi was fond of saying, “Winning isn’t everything, it’s the only thing,” and, “Show me a good loser, and I’ll show you a loser.” In the sales profession, much ado is made of particular selling skills: strategic positioning, mirroring and matching, and handling objections, for example. We focus less often on a common personality trait of top producers: They hate to lose. Successful salespeople will tell you they hate to lose as much as they love to win.

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