The ego-empathy balance requires paying attention to another’s desires without wholly sacrificing one’s own. Ego is what gives the salesperson the desire to achieve the sale. Empathy is the other story. Empathy gives one the ability to accurately sense the reactions of other people thus producing the connecting means to make the transaction happen amicably. It is the correct portions of ego and empathy that fosters successful selling.
Let us begin with ego. Ego is that part of us which craves attention, praise, and success. Ego is what promotes our need for self-esteem and confidence. Great salespeople want to make the sale in an intensely personal way. They do not make the sale just because of the money they will earn; they do it because they get a sense of pride and triumph. This ego drive allows salespeople to have enough confidence to build strong relationships while garnering respect and credibility. Successful salespeople must have enough ego to be motivated by failures and rejections yet not be shattered by them.