"Seeing the positive" — When Shark Tank investor Barbara Corcoran talked about being a great salesman

Barbara Corcoran, Shark Tank panelist and real estate investor, has frequently discussed the qualities that define a great salesperson. In an interview on Greatness Clips with Lewis Howes on May 15, 2021, she had explained:

"That's the blood that goes through a great salesman — seeing the positive side of anything."

During the interview, Howes asked whether sales skills are inherent or can be imbibed. Corcoran acknowledged that while individuals can improve, the best salespeople have an intrinsic ability to read situations, understand people, and find opportunities.

She described the role of optimism in navigating challenges, and emphasized that individuals without a natural inclination toward positivity may struggle in sales.

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Shark Tank's Barbara Corcoran on the key to being a great salesperson

The role of positivity in sales

Corcoran explained that a strong salesperson must always identify the positive aspects of any situation. The Shark Tank investor addressed skepticism toward this mindset, stating:

"A lot of people see that as bologna. I don't. It's just like you show me a negative, and I'll say, you know, you're right, it's a negative. But I can tell you what the upside of that negative is."

She highlighted that an optimistic mindset is not just about ignoring difficulties but strategically shifting focus. According to Corcoran, a salesperson must acknowledge setbacks while recognizing potential benefits. She stated:

"So you have a bend toward being positive. So you must have that, okay, to be a salesman. If you don’t, you’ll never become a sales[person], I don’t care how hard you try."

Corcoran suggested that a salesperson who lacks this ability may struggle to build trust with clients. The capacity to highlight benefits, even in difficult situations, contributes to long-term relationships and successful negotiations.

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The intrinsic nature of salesmanship

Corcoran indicated that while some aspects of salesmanship can be improved, the most effective salespeople possess a natural ability. The Shark Tank investor noted:

"I think it’s an intrinsic quality of personality trait. I know you’re not supposed to say that. Everybody’s supposed to believe you could become a salesman."

Despite this, she maintained that individuals with an outgoing nature and a positive outlook are better positioned to excel in sales. She compared great salesmanship to an artistic skill, explaining that some people have an instinctive ability to engage with customers and close deals. Corcoran stated:

"The real phenomenal salespeople that I have worked with — and I’ve made my living my whole life in different venues with phenomenal salespeople — I am telling you, they come out of the gate, maybe not out of the womb, but they come out of the adolescent gate as salespeople."

While Corcoran acknowledged that training can enhance skills, she emphasized that certain qualities, such as reading people and adjusting communication styles accordingly, are difficult to teach.

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The complexity of effective selling

According to Corcoran, great salespeople engage in a sophisticated mental process when interacting with customers. The Shark Tank investor outlined the complexity of sales, stating:

"You have to read the situation accurately. You have to read the person and think of how you could use them in the way that they want to use themselves."

She further explained that a salesperson must position their pitch in a way that aligns with the customer’s perspective. She illustrated this by stating:

"And [they] thank you in a thank-you note 12 hours later, thinking it was their idea."

The Shark Tank investor also described sales as a form of complex reasoning, explaining,

"That’s very complicated math in the head, and that’s what great salespeople do."

The ability to connect immediate actions with long-term objectives is a distinguishing factor in sales success.

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