To be honest, successful selling requires a degree of, for lack of a better word, arrogance. You must believe in your opinion and philosophy more than anyone else, and, at times, when there is no hard evidence to support your point of view. I am a huge detractor of the adversarial school of selling. I firmly believe that the selling should be collaborative and supportive. However, there are critical points in the sales process (typically very early and about 2/3rds of the way through) where a...
