For many years, the term “sales person” came with a stigma attached. For some, that stigma still exists – to the point where many people in the sales industry simply can’t comfortably refer to themselves as sales people, nor their teams as sales teams. In the minds of these people, sales carries an unsavoury reputation – one associated with dishonourable practice and murky ethics.
This reluctance to take pride in one’s vocation is based on misinformation. Sales is a dynamic, diverse and forward-thinking industry; one filled with many challenges and avenues of speciality for those who choose to immerse themselves in its culture.
There is no one-size-fits-all approach to being a sales person. Many factors underpin the formation of a successful sales person – and one such factor is about knowing your skill set, and employing those skills to the best of your ability. Sales is not about “pushing products”. It’s misguided to imagine that the product or service you’re involved with as a sales person is the sum total of your worth. To be a truly extraordinary sales person, you need to be consultative, open and honest.
You need to be able to see the world from your client’s perspective; to view a given situation from the customer’s point of view. Rather than asking yourself, “How can I sell this product to my client?”, you need to ask, “What does my client want?” It’s about being authentic and accommodating. And it’s also about creating your own opportunities – of underscoring your role with a foundation of positivity and determination. The nature of the sales industry has changed dramatically in the past few decades, and it continues to evolve at an astonishing rate. There’s opportunity there for the taking – it’s up to you to shake off the stigma and seize that opportunity.
Remember: everybody lives by selling something.
We hope you enjoy this book.