What are the images that come to mind when I say the word “salesperson”? How many of you would be quick to paint a negative picture by using unfavorable stereotypes such as “used car,” “slick,” “fast talker” or (worse) “liar”? If so, you better be careful because your negative perception may be affecting your sales effectiveness.

A few years ago, I accompanied a salesperson on a sales call and watched her conduct one the best sales presentations I’ve ever seen. She was impressive in the fact that she established rapport, gained trust, asked powerful questions, understood the customer’s needs and presented her solution in a way that spoke directly to those needs. Sadly, she never asked for the sale and we left empty handed. As we got back in the car, I complimented her on the many things she did well and then asked her why she didn’t ask for the order. “Well,” she said, “I didn’t want to be pushy.”