The Power of Humility

The Lead - The Power of Humility

The last few weeks I haven’t really posted much on LinkedIn. I’ve become kind of weary of what I’m seeing more and more on the platform. Not to dog anyone in particular, but it feels like it’s become a place where people feel the need to make a lot of themselves. There’s an aura of self-righteousness that is rearing it’s ugly head.

As a result, it’s made me think a little bit more about what I post, and I’ve kind of held off. This has me thinking a little bit about how we as sales people show up for prospects, and so I wanted to write a bit about what it means to have a posture of humility particularly with people we wish to work with.

In general, I think we’d all agree that humility is a good trait to have. Even people with very little would probably agree. But why does it matter? How do we actually model that?

It’s Not About You - This is a phrase I’m quite fond of saying, and it’s applicable here in the context of humility. You should deeply engrain this phrase into your way of being if you want to be successful in sales (at a minimum). Your prospects don’t really care how great you are. Unless you solve a problem they have, it really doesn’t matter.

Too many sales people approach their conversations as an opportunity to prove their own value. We can talk more about how you convey expertise and confidence, but those are secondary aims. If you don’t understand your prospect and their problems, nothing else matters.

Humble Doesn’t Mean Lacking Confidence - Don’t mistake my belief in humility as a lack of belief in being confident. You should have absolute confidence about your ability to deliver a solution. In fact, if you don’t sales will be really hard. When you know that the service you provide is going to deliver an outcome that will make someone’s life better, you’re operating from a position of power.

The difference is making assumptions about your prospect rather than taking the time to confirm there’s a fit. This is a critical factor. Believe it or not, you can convey confidence even in the questions you ask. Thoughtful, genuine curiousity shows you know what you’re doing and you’re uniquely equipped to help people.

Arrogance Blurs Competence - That doesn’t feel like a great phrase but it’s the best I could do. My point is, even if you’re great at the thing you do, you will lose people simply because your posture is off-putting. I’ll argue that the majority of the population isn’t interested in working with someone who they don’t like. I’ll put up with an obnoxious car salesman, but really because once I drive off the lot I won’t have to interact with him again.

In a relationship business, we’re in it for the long haul. Everyone’s tolerance level is different, but in general you won’t win many long term clients if you’re giving off a know-it-all posture.

Hopefully none of this is surprising on earth shattering for you. Yet, I see so much evidence of the opposite in my interactions with people. When I talk to sales people trying to sell me, it’s not hard to observe people who only seem concerned about themselves. It comes through in conversation but also in the follow up. Your words, your body language send signals. Be aware of them.

The best way to give off the impression that you’re not just interested in yourself, is to not just be interested in yourself.