That’s my big Why? This revelation happened during a Deepak Chopra Meditation that I observed. Deepak’s question was “What is your vision?” and all of a sudden it occurred to me.
The reason I get up in the morning and excitedly do what I do is because I have this vision of Better Sales People, especially on a consultative sales environment. Everybody who has ever listened to TED speeches knows that everybody has a Why. The Why is a reason why we do things and in my case it is elevating the reputation of sales and its practitioners and teaching sales people to be more effective. BUT, also to be more honest, to manage expectations and to understand that a “no” is not personal and sometimes it’s better to walk away.
But Why am I so passionate about this? I believe it is because I have been stuck in so many bad sales situations over the years. It’s a really tough place to be for both sides.
The sales person, desperately trying to sell something that the customer/client might not need. And for the person who is sold to it’s really uncomfortable and unpleasant at the same time. The only thought during this process is “how can I get out of this?”
And it really doesn’t have to be like that. Once a sales person understands that they don’t need to sell to everybody, as a matter of fact they really shouldn’t – it becomes really easy. In reality, they shouldn’t sell at all, but consult and guide.
Just let go of the pressure and help the client/customer make a decision. If it’s in their best interest to buy, then it’s a win-win situation. If not, move on to a better suited audience. It will save you time, it will help your reputation as a sales person and it will make your prospect comfortable.
When I started out in sales many, many years ago all I did was avoid the situations that left a bad taste in my mouth. It was really that simple. Well, that and then a lot of process, discipline and perseverance. But basically, it was remembering what I disliked about sales people and just not making the same mistakes.
Sometimes, the offering doesn’t really fit with your prospect’s needs. Other times, the timing is off or there are other internal circumstances that keep them from buying. It really doesn’t matter either way. If it’s not supposed to happen, it won’t. You can’t force a prospect to buy. All you can do is help them understand that your product/service will be of benefit and then it’s up to them to decide.
This stress-free and mature way of doing business will create an environment where sales people can be more honest, prospects will share authentic feedback and there will be no disappointment because honesty results in good relationships and good sales relationships result in good clients.
It’s really that easy.