Rotman's Sales Club (Extract 05)


It’s never fun to work with someone who’s always right!

Being a subject matter expert can cost you sales!

Being great in business has more to do with who you are as a human being than your status, educational background or wealth.

When I work with subject matter experts, they know they are more educated than most and so they have a tendency to prove their points of view --- after all they are backed by all the research!

This is not only a subject matter expert issue it is a human being issue. Sadly, as humans we have a tendency to fight for being right. Doing so is counter to being someone who is emotionally intelligent. Being right gets in the way of listening deeply, asking questions, adding value and creating a strong human-to-human connection.

Fighting or proving to be right has us as humans show up arrogant, it cuts us off from the energetic dynamic that is being exchanged in the interaction, it isolates us from the opportunity to connect deeply and to be fulfilled and happy with the work we do. AND often leaves us wondering why we didn’t close the sale.

Here’s a snapshot from my workshop with Rotman School of Business where I share my insights on how communication and understanding the dynamics in a relationship are more important than proving you are right.

It’s never fun to work with someone who’s always right!


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