The Impact of Need for Approval

Explanation: When a candidate Needs Approval from prospects, their need to be liked, and in extreme cases, loved, is greater than their need to close business.

Impact: This candidate will avoid saying or doing those things which, in his/her mind, would change how the prospect feels about him/her.  This includes, but is not limited to tough questions, legitimate confrontation and the potential inability to handle rejection or a 'no'.  The result is that this candidate will develop pipeline bloat - prospects that remain in the pipeline with relatively few of them getting closed or eliminated.

Need for Approval is the second most powerful and
most common weakness we find in salespeople.  This
weakness alone will not cause a 'do not hire'
recommendation.