On Sales…
July 23, 2008
I recently attended two sales calls where disparaging remarks were made (in gest) about the Sales profession. I took these in stride - laughed with the group - but walked way questioning why, sometimes, my chosen profession gets such a bad wrap. Sales is an integral part of business. Without sales - businesses would cease to exist. Have you ever stopped to think - what would happen if no one in your company sold the product or service your company produces or represents? What would happen to your job?
In reality - everything gets sold and bought. It’s part of free enterprise - of which our country is based.
Stop to think - a “salesperson” sold the ink to the company that manufactured the pen you are writing with. Someone sold the material to the furniture manufacturer for the chair you are sitting in. Someone sold you the Starbucks coffee you are drinking this morning, or the flour to the baker for the danish you are eating. Let’s face it - the selling and purchasing of goods is an essential part of life.
To many people the sales person is either some schmuck in a poor suit, using tactics and techniques to get you to buy something you don’t need or would rather not purchase…..or the person in the expensive suit, driving an expensive car, whose main “trick” is manipulation.
The fact - is that no one likes to be sold…..me included.
I do, however like to purchase items/services that make mine and my family’s lives easier, safer, healthier, and more enjoyable.
Sales is not, and should not be a craft of deception and manipulation. Instead it should be the ability to question, listen, consult and determine if your product or service will benefit the client. One of the most important traits of a good sales person is the ability to *listen*. It is also the job of the salesperson to educate and advise the client - this includes educating the client on the product/service the salesperson represents - and being honest with the client if his/her product/service is not a good fit.
While the remarks made were in no way directed towards me personally, (in fact they were directed at some of my competitors), they did make me pause.
Here’s hoping the next sales call in which you participate, your sales person listens, educates and advises you correctly - whether that involves his/her product/service or not. If he/she does her job correctly, it will solve a problem, reduce some pain, and make your job/life easier. When that happens - and at the risk of sounding too cliché’ - everybody wins.
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Reminds me of a great quote:
“We’ve got two ears and one mouth for a reason… to listen twice as much as we speak.”
Any sales rep who can do that will earn the respect of a potential customer. Ask questions, build rapport, gain trust, and form a partnership that will benefit both sides.
I’ve always been proud of the way that our salespeople at LUCRUM conduct themselves on calls. I’ve never been on a call where they tried to sell something that a client didn’t want or need. They’ve always been respectful of our client’s time and always desire to bring value to that client.
I do agree that there are a lot of sales people in the field that forget that they are trying to help me or make my life better. Those that remember the “2 ears, 1 mouth” concept are always the most successful.
I seek sales people who look for a true partnership. And this implies risk, vulnerability and investment on both sides. After the relationship is created, then it requires regular care and feeding which play out as commitment, trust and time. At the end of the day the proof is that the value proposition has been attained. It’s a process, but once it has truly begun it has very large potential.