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.