Yes, YOU’RE in sales
Why “non-salespeople” need sales education
“Everybody is in sales.”
Doctor: Presenting a treatment plan to your patient? You’re in sales.
Attorney: Trying case in court before judge and/or jury? You’re in sales.
Architect: Presenting model and plans for your project? You’re in sales.
Accountant: Securing that round of financing? You’re in sales.
Receptionist: Making that caller/visitor feel welcome? You’re in sales.
Receivables: Calling to collect that debt that’s owed? You’re in sales.
Customer Service: Making that customer feel appreciated? You’re in sales.
CEO: Imbuing employees and motivating shareholders? You’re in sales.
Sales Manager: Getting your team pulling in one direction? You’re in sales.
IT Manager: Need co-workers to adopt a new tech solution? You’re in sales.
Job Interviewee: You’re selling – you. You’re in sales.
Job Interviewer: Your interviewee is A-#1; you want them. You’re in sales.
Preacher: Sermonizing and speaking to your flock? You’re in sales.
Exotic Dancer: “You’re a Salesgirl in a G-String” Talito Catto, author of “For Strippers Only”
Politician: Getting the vote out? You’re in sales.
Carny: Getting another $5 for, “one more try”? You’re in sales.
Editor: Pitching that new manuscript to your publisher? You’re in sales.
Mom/Dad: Persuading little Johnny that homework and music practice is as good for his mind as soccer, baseball and biking is for his body? You’re in sales.
Bank Robber: Getting that teller to hand you the cash? You’re in-SANE.
Yes, YOU’RE in sales
If your tasks involve interacting with other people and persuading them to be of help to you and your endeavors to reach your own goals – yes, you’re in sales.
And this article posted on G2 by Mark Thompson August 20, 2019 will be of help to you: The Lifetime Value Multiplier: 7 Ways to Sell More To Existing Customers.
The point of the examples above is that many careers and professions are greatly enhanced and advanced when they add some sales training to their curriculum.
Because the truth of the matter is found in another hackneyed quotation:
Nothing happens until something is sold.
This is re-proven every minute of every day in our business culture.
Just about everyone is involved in selling – something.
But most don’t want to admit it. Possibly because an article written by Jeffrey Gitomer, the King of Sales, is so true: People don’t like to be sold – but they love to buy
Unfortunately, many people are afraid to think of themselves as involved in selling, because they believe that, “people don’t like to be sold”,
And of course, they don’t want to do what people don’t like.
What they need to realize is the all important back-end to that statement, “but they love to buy.”
It’s imperative to believe that what we offer greatly benefits the person we speak to.
We must believe it is something our prospect will “love to buy” instead of feeling like they’re being sold.
We need to believe we are of service to our prospects and clients.
We need to believe we can be of help, and we have to genuinely want to be of help.
Why else are we in business?
Why most people don’t take a job in sales
If you actually are in Sales (sales rep, account manager-consultant-executive-specialist, territorial representative, client advisor, business development specialist, sales admin.-associate-consultant-engineer, sales manager …) you know who you are. You know what you do.
You are on the front lines of commerce and of your company’s future.
You produce the revenue that is the lifeblood of your organization.
Without the results of your efforts, there is no revenue, no cash flow, no money to make payroll.
You are vital to the maintenance and growth of your company.
You would think the people in position to make these vital contributions to the financial security of everyone involved in the company would be equally as highly valued within their own organization.
Unfortunately this is often not the case.
In the eyes of some within the company, salespeople are seen as flamboyant, flashy, high maintenance, prima donnas, hot dogs, scammers, tin men, hucksters, con artists, snake oil shysters, different, weird, rebels – the list goes on.
Unnattached observers make defensive comments like,
It’s easy to be in sales. All salespeople do is travel,
entertain clients and live on expense accounts.
Reply to that just once with, “Say, we have a position open in sales. You can start tomorrow. Why don’t you give it a try?”
I’ve done this several times when I was a sales manager and as the VP of Sales.
Every single time I observed how quickly this manifestation of Envy broke into a Jackie Gleason impersonation with, “Hummina – Hummina – Hummina” and set world sprint records exiting stage left.
Why? Because of our top five psychological fears:
( … Fear of falling isn’t one of them … )
Fear of the unknown
Fear of change
Fear of rejection
Fear of failure
Fear of success
When people really look into the work that a sales position requires they have a way of getting a bit – apprehensive.
“Wait a minute! All my life I’ve been told, children should be seen, not heard. Don’t go where you’re not wanted. Don’t speak before being spoken to. Don’t ask questions. Don’t talk to strangers. Don’t trust strangers.
Now you’re telling me I have to go where I’m not wanted, ask questions, speak before being spoken to, talk to strangers and ask them for money?”
Sales can be a scary job. You have to:
Go where you’re not wanted.
Call and talk to strangers.
Meet with strangers.
Speak before being spoken to.
Make other people feel uncomfortable.
Ask for money.
That’s the job.
But that’s also part of the job of everyone on that list at the beginning of this article. Selling just isn’t their primary function in their job role, so they like to think it isn’t as important.
People not directly in sales prefer to think of the sales aspect of their job role as a secondary or tertiary function.
Therefore it’s easy for them to think of those who make the selling proposition their primary function, salespeople, as working on a lower level, secondary or tertiary to “non-sales” people in the organization.
Until their business slides; until their revenue dwindles; until their company is in jeopardy.
Then suddenly there’s a cry from the office of The Boss. “Where are our sales???!!!”.
Consider this: the services of professions like medicine, law, architectural design, pharmacy, etc. are their products. But if you have ten warehouses full of products – (i.e. exceptional medical, legal or design knowledge) – and no sales, you’re out of business.
Businesses do not make money on what they make.
Businesses make money on what they SELL.
Law of the Hired Gun
This is why most people do not like to think of themselves as being “in sales”. There’s too much unknown, too much change, too much rejection, too much failure – and too much success!
Too much success? Yes. God forbid that you are a 100% died-in-the-wool professional salesperson – and you make more money than most of your company’s VPs. It happens. Often.
Have you ever worried, “I wonder what kind of flak I’m going to catch when I pull up to the office in my new car?” Fear of success.
Maybe you’re the kind of person who says, “Hell, no. I’m not concerned with other people’s opinions. I’m not there for their acceptance. I’m not there for their approval. I hope they’re proud of my new (insert car marque here). I am.”
If that is the case, I entreat you to read every blog on my web sitre and at least one or two of my books. You are the kind of sales rep I respect and admire.
In his article, Who Are The Millionaires? the great speaker emeritus, Brian Tracy, states:
Fully five percent of self-made millionaires are men and women who are the top salespeople in their fields. They never started their own businesses. They never went to college or university to get professional degrees. They just became very good salespeople for their products or services and were paid very good money.
Shameless plug: My first book, HIRED GUN – You’re #1, and Somebody Hates It, is dedicated to identifying, understanding and dealing with the biggest irony in business: The need for more and more sales, yet the devaluation of those who deliver exactly that. It’s a systemic ailment of human and corporate nature.
To learn about why you might be interested in professional selling as a career, you might want to check out the Gonzo Selling! Vol. 1, Issue 2: LEARN to SELL! Sales Has the Best ROI of Any Career.
Please SHARE with your friends and colleagues!
Coming Soon: You: Boss! (aka: HIRED GUN III)
Robert Danger Workman writes from his consistent track record of top-tier success in sales at different companies, in different industries, with sales management, EVP, entrepreneurship and ownership of several companies. Four decades of in-the-field, face-to-face selling and leading winning sales organizations provides the background and experience prevalent in his HIRED GUN brand such as the best-selling and award winning book, HIRED GUN – You’re #1 and Somebody Hates it, and the new, HIRED GUN II – The Essential Guide for Top Salespeople.