While sales people would have you believe they are a confident lot, able to get others to see their view and follow them with comfort. But when you watch them in play, on the sales field with the buyer, their behaviour comes across quiet differently. For the most part, they behave with great insecurity and defensiveness often not experiences since grade school.
Watch how sellers respond to objections; any objections, while prospecting, during discovery, or at the end of the cycle. The average sales person falls apart at the sign or even hint of an objection. Even before the buyer completes their thought, sellers jump in to defend their position. Because nothing says, “I am seeking to understand you, your requirements and objectives”; than a seller jumping on their sentence, not hearing their full thought, and throwing up a canned defense of something the prospect didn’t really mention.