First of all, it you watch the clip above forgive the language. But you want to know why so many people are reluctant to define themselves as salespeople? This clip is why . . .it’s the dark side of sales that makes every successful salesperson a manipulator and a maniac. In fact, I’ve spent the last six months trying to redefine what I do to eliminate the word “sales” as often as possible. Why? Because I let a negative perception begin to define the industry for me. More importantly, I let other’s perceptions define the word for me.
Here’s how I define selling: The ability to listen, diagnose, and provide a solution that will help a customer succeed. Period. My selling is not to Always be Closing, but to Always be Caring. I believe in the “Tao of Sales,” an approach that is based on positive contribution to every relationship. So, here are the reasons that I’m making peace with sales and refocusing my sales efforts:
1. I believe that selling has everything to do with influence and nothing to do with manipulation. If manipulation is used, a sale is short-lived.
2. I believe that great salespeople are the most passionate people on earth. And their true passion is people.
3. I believe that great salespeople are the toughest people on earth. They live with rejection from clients and mocking from those who don’t have the courage to sell.
4. I believe that selling is not about conquering clients but about building relationships with them.
5. I believe that every successful sales call starts not with “How can I get this deal?” but “What gift can I give this person right now?”
That’s why I believe in selling, and why I believe in salespeople. Always be Closing means every client-interaction is a book waiting to be shut. Great salespeople know that every conversation and introduction is a new page in a story that is just beginning. So, here’s to those passionate, tough, energetic individuals that sometimes receive undeserved scorn. You are the people who wake up every morning with the possibility of rejection, the promise of a complaint, the fear of lost commission.
In spite of the challenges, you get out of bed, you put one foot in front of the other, and you walk into one more door not knowing if there is a lamb or a lion is behind it. And you do it because you love people, you love a challenge, and you’re willing to take risk. Sales – I throw my hat back in the ring with great enthusiasm. Of course, really, I never left you.
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Home run with this!! Perfectly written.
Sales is not a zero-sum game as so many have tried to make it. What you’ve written here is for the long run, for the benefit of all, for the salesman’s prosperity and happiness and peace of mind. Brava!
Donna,
First and foremost, thank you for using a clip from one of the best “sales” movies ever made.
I must whole heartedly disagree. I am very proud to call myself a salesman. The stereotype from the above clip is just that, a stereotype. Are there salespeople like that? Of course. Are they successful and have long careers? Probabley not. Like in every profession from athletes, to police officers, to teachers, there are good and bad. The good ones have staying power and will always do well. The bad ones, well we know what happens to them.
I prove the steroype wrong everyday by doing what you described above. Listening, careing and providing value and service. But to shrink away from the term “sales” does everyone in the industry a disservice. I would hope you would be proud to call yourself a professional saleswomen, and bring honor and dignity to the profession, and not shrink away from the term by running and hiding.
Remember, in business, nothing can begin until a sale is made.
Good Luck and Good Selling!
Robert
Russ – thanks for your comments. I hope my brief period of questioning helps others who have done the same.
Robert – I applaud your absolute pride and commitment! I think my search for a word other than “sales” was out of a concern about people’s reaction to it . . . or maybe that’s just an excuse. This period of doubt was a struggle for me, and I hoped that writing about it would help others who might have the same struggle. Thanks for your response and for staying true to a profession that can be noble and keeps the world turning.
Donna
I remember on “Peewee’s Playhouse” the reaction that he would have every time a “salesman” came to the door. This is such a pervasive stereotype, and tough to overcome.
As for your commentary: I was at an event the other evening where the speaker commented that “Attract and engage is far more powerful than chase and convince”. I am with you on this one- while Glengarry Glen Ross provided a humorous respite [coffee is for closers], it is in no way indicative of a possible long-term success strategy for a sales career. Eventually, the truth in your heart comes through.
Galen: Thank you – I had forgotten about the reaction on “Peewee’s Playhouse.” You see the same stereotype replayed a thousand times on television every day. I love “attract and engage” vs. “Chase and convince.” People are tired of the ‘missing truth’ in some sales pitches, and honesty builds a relationship. Thanks again –