I wrote the below article early last year and thought it would be appropriate to present again to help you kick-off a psychologically successful sales year!
“I Love Sales”
“I Love Sales”. How many times have you heard this from a salesperson? I’m sure you have with some sales people…but not with the majority. Why is this? Why does the statement “I’m a sales person” still give off this negative connotation? Are we not past the terrible door-to-door salesman pitch or the infamous “vacuum cleaner salesman” stereotype? Okay, enough with the questions I’m trying to illustrate upfront that we should be totally past this negative view that ALL sales people are nefarious and unscrupulous. Quite frankly we all sell everyday in our lives, negotiating, persuading, convincing are behaviors we all demonstrate on a day-to-day basis to get what we want in a given situation. Dale Carnegie and others have captured the essence of selling in this very same way and that is “selling is a part of our natural being” it’s a survival trait for each of us. If no one sold something we would not progress as a society…as a world, the sales transaction “advances us”, “improves our lives”, “challenges us”, and in many cases keeps us “ALIVE”. Where I think the profession of selling went wrong is it became a focus of “survival” rather than a true focus of “helping”. The act of selling centuries ago was the behavior of sharing talents, gifts, and intellect to help in the common good it was a little bit later on when someone determined “I can make a living out of this”…notice the word “I” instead of “We”. The selling trade became a selfish act of “survival” to make a profit. Please do not misunderstand me I’m not advocating that making a profit through the sales process is wrong on the contrary commerce also helps us succeed as a society, however I think what has happen is the “process” of selling has became one-sided…an other words the perceived benefit lies with the sales person and not with the customer. I have been and still to this day an advocate for re-visiting the act of “basic selling skills” training for ALL salespeople including the most tenure/successful sales person. You see returning to the basics of what was GREAT about this wonderful craft should be revisited because I think it will not only reinforce to the sales person that what they do for a living is and should be highly respected but most importantly the “perception” from the customer will surely change. Selling will be seen as “Creating Customer Value”.
I love selling, I love the art of selling, I love everything about selling…you probably think I’m trying to sell you on selling…I am. As long as those who do sell for a living have a “help” focus and truly try to achieve “Creating Customer Value” the art or industry of selling I believe will have a marked effect on the perception of selling among the masses. The next time your being sold to keep these thoughts in mind and if the sales person doesn’t have your best interests at hand send them over to me for “Basic Sales/Selling Skills Training”.
By Andre’ Harrell (AH & Beyond Consulting)