The Selfless Seller Is Best

Sales is a competitive sport. We’re often in a race to the top amidst survival of the fittest in a quest for promotion, for reward and bragging rights. Ego and swagger are often attributes of the supreme salesperson. It’s quite easy to become a seller who hordes his or her secrets to success or thinks of themselves first in every deal. That said, the selfish seller will never reach their potential. The selfless seller is best.

There is something to be said for that seller you just can’t crack – they inexplicably reach the top of the sales charts each month without fail. We try to emulate their behaviors. We chase them – sometimes to no avail – and if and when we catch or surpass them, we truly feel accomplished in our position. Yet, there’s no medal for mystery, and while these folks who stay at the top of the leaderboards and can be counted on for consistent excellence are very valuable, if they are not sharing their knowledge and teaching, they are limiting their value substantially.

The most valuable sellers are those who not only can be relied upon for bringing their “A” Game every day, but share best practices, teach others and help them improve their process and results, bring feedback to the table so the team and division can improve, and foster a positive team mentality. These are the folks who are promoted, recognized and cheered. These are the folks who understand that they are investing in their team and their careers. The sellers who proactively work to improve their surroundings and peers will reap countless benefits from the seeds they are sowing.

Look at it this way: a selfish, prima donna seller (or even one who just keeps to themselves) impacts only their own agenda. Certainly, they can make a great amount of money – maybe even more in the short term. They may be respected – but they are likely not influencers… because they don’t allow themselves to be. It’s short-sighted to solely impact one’s own surroundings and it’s quite more rewarding – personally and professionally – to impact and impart knowledge on those you can help. They benefit – they improve their way of life – and they’ll never forget it. Business is relationships, and you may make a lasting partnership or mentorship or even a future career ally thanks to your decision to partner with others in the short-term.

Additionally, it rarely takes food off the table for a peer if you tell them how you improved your own selling process. You can likely learn plenty from them as well in a potential knowledge share, making your process better and enhancing your own earning potential. I’ve always liked the definition of T.E.A.M. that reads as “Together Everyone Achieves More” because it’s true. If the holy sales trinity – the CUSTOMER, the COMPANY, and YOU – don’t benefit from every deal, it’s a bad deal, and team-selling or sharing the recipe to your win is a great way to build a new business relationship with a colleague, engage in an exchange of ideas that betters both parties, and gives you the reputation as someone people want to work with or for.

Selfish sellers may walk around with a wad of cash in their wallets and a cool car, but zero friends and a lonely path to individual selling. The selfless seller is best – the seller who shares will receive back the attention, the relationships, the recognition, and the reward – personally, professionally and financially – that makes them whole.
Carson V. Heady has written a book entitled “Birth of a Salesman” and sequels “The Salesman Against the World” and “A Salesman Forever” which take the unique approach of serving as sales/leadership books inside of novels showing proven sales principles designed to birth you into the top producer you were born to be. If you would like to strengthen your sales skills, go to

Heady posts for “Consult Carson” serving as the “Dear Abby” of sales and sales leadership. You may post any question that puzzles you regarding sales and sales leadership careers: interviewing, the sales process, advancing and achieving.

Question submissions can be made via LinkedIn to Carson V. Heady, this Facebook page: , Twitter via @cvheady007 or e-mail at or you may post an anonymous comment as a reply to my WordPress blog at the bottom of this page:

About cvheady007

I am a Christian, Husband, Dad, workaholic and author. Biography Carson Vincent Heady was born in Cape Girardeau, MO, graduated from Southeast Missouri State University and moved to St. Louis in 2001. He has served in sales and leadership across Microsoft, AT&T, Verizon and T-Mobile. Carson is best-selling author of the Birth of a Salesman series, the first book of which was published by World Audience Inc. in 2010. He released The Salesman Against the World in 2014, A Salesman Forever in 2016 and Salesman on Fire in 2020. He is also featured in Scott Ingram’s B2B Sales Mentors: 20 Stories from 20 Top 1% Sales Professionals. Carson is a 7-time CEO/President’s Club winner across 5 roles at AT&T and Microsoft and National Verizon Rockstar winner. He has been recognized as a top social seller at Microsoft and is consistently ranked in the top 25 sales gurus in the world on Rise Global. He is included among the Top 50 sales authors on LinkedIn. With over 330K social followers, Carson has also been interviewed on over 30 sales and leadership podcasts, by such luminaries as Jeffrey & Jennifer Gitomer, Jeb Blount, Brandon Bornancin, Sam Dunning, Larry Levine, Darrell Amy, Scott Ingram, Thierry van Herwijnen, Jim Brown, Sam Jacobs, Luigi Prestinenzi, Donald Kelly, Marylou Tyler, George Leith, Pat Helmer, Eric Nelson, Ron Tunick, Jeff Arthur, Mary Ann Samedi, Jean Oursler, Andre Harrell, Marlene Chism, Bill Crespo, Matt Tanguay, Josh Wheeler and Chad Bostick. He has also co-hosted the Smart Biz Show on EG Marketing Radio. His articles have appeared in several noteworthy publications such as SalesGravy, Smash! Sales, Salesopedia and the Baylor Sports Department S3 Report. Carson lives in St. Louis, MO, with his wife Amy and daughters Madison, Sidonia and Charlotte.
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