Too much positivity wipes out healthy skepticism in sales

In Northern Colorado, we live in a positive place: 300 days of sunshine per year, low unemployment and America’s playground all around us. It’s a happy place to live, and as a result, folks are pretty positive. Positivity is a healthy quality in most aspects of our lives.

However, there’s one area where positivity can create real problems: selling. Before I had learned about a selling system that differentiated my team and me from our competitors, I was a student of traditional selling that stressed the importance of being positive and upbeat on a sales call. I remember one…