Lynn Consulting does a lot of coaching. In fact, we’re working with a couple of people right now. Both of them are fledgling sales people. This is ideal, because when we do an assessment very early in their sales careers, we can detect the biggest hurdles they need to get over if they are going to be successful. These are hurdles that no amount of training can overcome. You see, selling requires certain behavioral traits that, if they are present, dramatically increase the probabilities of success. I will give a quick illustration.

Starting a relationship with a new prospect or customer takes work. Maintaining that relationship after it is formed requires constant work of a different kind. Relationships endure and stay strong when the needs of both parties are met. This means that power is shared in a balanced way. According to paradox theory, power is the relationship between two fundamental human behavioral traits: the assertive trait and the helpful trait. Just to be clear the definitions of these two traits are:

When there is a strong balance between the two traits in this paradox a person is most likely to create a “win-win” relationship. A salesperson with a balanced power paradox is typically going to help a customer get their needs met while insuring that her needs are met at the same time. This will likely play out with a happy customer, a salesperson with an enduring relationship that is financially rewarding, and an employer with a very valuable intangible asset. This relationship is created because the power is shared mutually and there is healthy give-and-take.