Sales is Whack
Sales is whack. Not everyone may initially agree with the title here, but the simple truth is that I deal with many clients who are scared of selling. As much as I hate the hate that sales gets, there really is a problem. Generally, those in sales are only out to make a profit instead of serve the client.
When we get down to it, if you want to succeed in sales you need to be willing to serve the client. Your job is not to say all the right things; it’s to help the client find a solution to their problem. In order to become a sales person who seeks to serve the client, you have to shift your view of sales.
Here are two questions to contemplate when trying to change the way you look at sales.
• Do you believe in yourself?
• Do you believe in the products or services you offer?
Once you have shifted your view from sales as a job to sales as serving other people, the majority of the work is done. When you begin to serve people, all that is left is to learn the little things. Learn how to organize, how to follow up, and how to ask better questions. Learn how to use phrases and words that are powerful. Always remember that if you make a mistake, it can help you learn and grow in your position. Don’t be afraid of potential rejection. This is always a chance for you to get better.
Yes, I said it. Sales is whack. Now you probably saw the title and you thought, “What? I agree!” or you thought, “What? That’s not true.”
I deal with many clients who are so scared of selling. I’ve been in professional sales for about 10 years. I was just sitting tonight eating dinner and I thought, you know what? Sales is whack.
I really hate all of the bad press that sales gets. It’s because there are people out there who sell to make money only and not sell because they want to serve a client.
So let me go into why I think sales is whack. Let’s say you’re at home and you’re being yourself, and then you walk out the door to go sell and you flip on a switch and you turn into somebody else in order to sell- that’s whack. Sales is not about flipping a switch and being somebody else or saying special things. Here’s the thing, if you want to be good at sales, you have to serve people. You have to find a way to be a consultant. Be their friend. Be their partner. Help your clients achieve a goal.
Your job is to help somebody who has pain in their life and help them find a solution. IF the product or service that you are selling or offering can help them out, then it’s your job to offer them a solution. You can achieve this through all the sales techniques out there, such as: asking better questions, pre-closing, and all of those techie things. But here’s the thing: If you don’t believe that you are helping somebody, if you walk into a situation and you only believe that you’re selling them or you think that it’s a sales-y type of scenario…. then you carry that energy into your conversation.
Yes, that’s right.
That energy when you’re thinking to yourself, “I don’t want to be sales-y, and I think sales is sales-y. I hate selling. I don’t even know, I feel like I’m pushy.” All of those things that you tell yourself on a daily basis and maybe even hourly…. and minutely for some of you- I know minutely is not a word… This energy creates barriers to your success.
You have to shift the way you view sales. And you have to realize and understand that you’re there to serve people and help them find a solution.
Now let me ask some questions.
Do you believe in yourself? Yes, I hope you’re saying yes right now.
Do you believe in your products and/or services that you offer?
This applies whether you work for somebody or you have your own business or you’re an independent contractor. And this also applies even if you’re not “in sales profession” or in a “sales role”. These questions count for you too.
Do you believe in yourself AND your products or services?
You could be the executive assistant. You could be the admin or the accountant or a factory worker. It doesn’t matter. What about at home with your family or your husband or your wife or boyfriend or that new girl that you’re trying to go get and ask out?
The same thing. The same two questions apply.
Let’s say that you were courting a girl and you’re trying to ask her out. And if you don’t believe in yourself, then it’s going to be really hard to get that girl to say yes because she’s going to pick on up that energy and you’re likely going to get a no when you ask her out because she’s going to be like, “Well this guy doesn’t believe in himself.”
Next scenario: You believe in yourself but you don’t believe in what you have to offer…
Let’s say that you know that you could do better with your finances or you know that sometimes you’re still interested in other people and it’s hard for you to stay loyal. Or maybe you know something else about yourself that you know is just not a good fit for a relationship. Deep down you know those things are going to come through…. You see how this can create questions in the girl’s mind?
I’m just saying, sales is whack. Sales… Just delete the word from your vocabulary. Chose another word. Say you’re helping somebody, say you’re serving somebody. Say that you’re a consultant. Say that you’re a solution finder. Pick any word but sales.
Understanding how to sell is understanding how to deal with people, how to serve people, how to help them solve problems. If you could be a solution provider, you will succeed.
We can talk about in a later article is how to uncover needs that people don’t realize that they have. Hint… it comes through skillful questions that you ask.
So remember, why do I say sales is whack? Because it is. Go out every day and you serve people, that’s all that matters. Then all you have to do is learn the little things. You have to learn how to organize. You have to learn how to follow up. You have to learn how to ask better questions. You have to learn how to use more powerful words and phrases. You have to learn the right time to ask the right questions. All of that is just skill.
I remember the first time that I “sold.” My first job out of college was working for Cintas, you know, “The Uniform People.” You know the trucks that go around and change out the toilet paper and the floor mats and they give uniforms and supplies to body shops?
I rode routes for almost two years picking up dirty floor mats, like kicking them up with my steel toed boots. Placing those dirty floor mats on my shoulders, and placing down new, clean ones. On the routes, I helped sell toilet paper and floor mats, automatic flushers and all of that to businesses. I was probably the most annoying sales rep in the world because what I was taught in my first job was all kinds of sales-y techniques.
So I’d go into work and I would flip on the “sales switch” and I would make phone calls and visits.
“Hey, how’s it going? You want to make an appointment.”
I mean it couldn’t have been more sales-y. But what’s interesting about sales is that the more that you do it, and the more that you make mistakes and mess up, then the more you can grow. You will be able to serve the clients in the way that you know how.
Sales is whack because it’s not about flipping on a switch. Sales is whack because it’s not about selling somebody or wooing somebody or putting on the dog and pony show, alright?
Just be yourself, change your vocabulary, shift your mindset about the way that you view it and practice. Don’t be afraid to practice and get that phone slammed down on you, and have people tell you that you’re crazy.
Can’t wait to continue to pour into you. If you thought this was helpful, comment and share! Send us an email and let us know what else you’d want to know about. firstname.lastname@example.org.