💼 3 Reasons Why You Should Be the Most Desired Salesperson in the Room
This month, I received an unexpected call—an offer from a major global player in people development, headquartered in Japan and expanding to the U.S.
They offered me a seat at the executive table.
As someone in sales, you might think I’d immediately evaluate the opportunity like any other deal: ROI, growth potential, fit. And yes, I was honored. But my first thought was actually:
“Why me?”
Let me be clear—I don’t struggle with self-esteem. I know my strengths. I know what I can deliver and what I still must work on. But after that call, I found myself reflecting: what made me their top choice?
It wasn’t just my track record that got me noticed.
It was three soft skills that made me the most desired person for the job—and they’re the same skills that make anyone stand out in sales.
Let’s break them down.
1. Empathy (The Sales Superpower Everyone Talks About—but Few Actually Use)
We talk a lot about empathy in sales. “Walk in the client’s shoes.” “Understand their pain points.” But real empathy shows up in the follow-through:
Empathy isn’t a script. It’s a mindset. It’s doing business in a way that makes people feel seen, safe, and supported. And that’s what builds trust—and closes deals.
2. Assertive Communication (a.k.a. Knowing When to Shut Up)
In sales, talking is easy. Listening is where the magic happens.
Assertive communication means listening so well that your response feels like it was already in the client’s head. It’s not about being clever. It’s about being clear, relevant, and timely.
Assertiveness isn’t saying what your prospect wants to hear. It’s saying what needs to be said—with confidence, respect, and precision.
That kind of clarity? It converts.
3. Intercultural Awareness (Because Sales Has No Borders)
We’re not just selling to people who think like us. We’re selling to people from different industries, cultures, and perspectives.
In this case, I was speaking to a Japanese team—and I made it a priority to understand their way of doing business. Not to impress, but to respect.
Whether you’re dealing with different nationalities or just different mindsets, cultural awareness gives you the edge. It helps you adapt your message without losing yourself. And it shows people you care enough to meet them where they are.
In the end, I turned down the role, of course, I am running this pretty cool business called Sandler. But the experience reminded me of something every great salesperson should remember:
Soft skills are not “nice-to-haves.” They are your competitive advantage.
They make you memorable. They make you trustworthy.
They make you wanted.
And in sales? That’s everything.
📣 If you’re in sales, what soft skill has helped you the most in your career? Or which one are you actively building right now?
Share your thoughts in the comments—I’d love to hear them.
Tati, really appreciated your words on empathy. Though those aspects are important to me too, I've never made the connection. Listening . . . always trying to improve my listening skills.
Just gave it a read sharp insights and a refreshing perspective on what really makes someone stand out in a room. Practical, human, and no fluff.