Sales Sense | Don't let arrogance sink your sales

The RMS Titanic received a series of warnings from other ships of drifting ice in the area of the Grand Banks of Newfoundland in the hours before she sank. Nonetheless, the ship continued to steam ahead at full speed.

Captain Smith, the senior officer on the Titanic, had declared in 1907 that he could not “imagine any condition which would cause a ship to founder. Modern shipbuilding has gone beyond that.” But we all know how that worked out.

“Captain, Titanic - Westbound steamers report icebergs and field ice in 42 degrees north from 49 degrees to 51 degrees west, April 12. Compliments, Barr.”

The message was delivered to Smith on the RMS Titanic, who made no alteration to his course. When a second warning came in, the captain brought it with him to lunch, eventually handing it to Bruce Ismay, chairman of the White Star Line (The Titanic's owners). Ismay kept it in his pocket for five-and-a-half hours before posting it on the ship's bridge.

A sixth message on the subject that day came from the California, which warned that the Titanic was heading straight for a vast belt of ice, stretching some 78 miles across her path.
In the wire room at 11 p.m., Jack Phillips, the head telegrapher, was so fed up with warnings that his response to the California's announcement was that “We are stopped and surrounded by ice.” and “Shut up, shut up. You're jamming my signal. I'm busy.”

Forty minutes later, the “unsinkable” Titanic hit an iceberg. Two hours and 15 minutes later she slipped beneath the icy waters to make her 4-kilometer journey to the bottom of the ocean, taking 1,500 lives with her.

Arrogance happens when, in the presence of warnings and the absence of evidence you believe you know better. Arrogance sank the Titanic.
 
Arrogance causes you to:

Stop asking;

Stop listening; and

Stop learning.

There is a difference between arrogance and posture. Salespeople have to have belief. Belief in themselves, belief in their product and belief in their marketplace. They have to. Great salespeople are aware that their belief can sometimes be perceived as arrogance, and that the best way to dial this in is with posture, and by asking questions, listening and learning.
 
How to root out arrogance:
Believe that you do not know it all. Even if you know a lot, you do not know it all. Believe that you must ask questions and listen. You will not come across as arrogant and you'll learn more.

Remind yourself that being smart and intelligent is not an achievement. You did nothing to deserve it. You can thank your mum and dad for your smarts!

Be thankful for what you have, every day.

Arrogance sank the Titanic. Don't let it sink your sales career.

Jamie Kane is a Lakewood Ranch resident and the owner of Sandler Training in Sarasota. Sandler Training offers sales, management, and leadership training, coaching and consulting. Contact Kane at [email protected].