Thin skinned salespeople are impacted by the word NO, are hesitant to ask for the big sale, always question what they said and if they did the right thing, and are generally nervous about how a customer feels about them.

But so called “thin skinned” salespeople are also better attuned to the emotions of a buyer, are good at not getting into trouble by talking the big talk too much, and are careful about how they approach their business.

Thick skinned salespeople are less impacted by the word NO, don’t hesitate to aim for the mega case drop, rarely look back on what they said and if they are doing the right thing, and don’t really care that much about how a customer feels about them.

But so called “thick skinned” salespeople miss out on nuance, don’t find the small gems of opportunity (“not worth my time!”), don’t pick up on hints from the buyer, assume they will always win, and have an attitude of looking down on others.

So the question isn’t “which are you?” The question is: regardless of your sales style and your personality, what are you doing every day to become better at what you do?

The bigger question from that point might be: what does “better” look like?