You might think that being human, you are a member of the alpha species. However, when you use the word “human,” people often think of traits such as faulty, fallible, or guilty. It might just be that we are at our most fallible when we get in our own way.
I was working with a young sales rep the other day when he asked me what was the real secret to gaining control of the conversation when faced with objections from a prospect. I told him that it is planning for them in advance. This is just the opposite of how most reps approach prospecting calls. Instead of planning in advance, they wing it on every call and treat each objection as if it were a unique comment.