Salesman; what’s the first image that pops into your head when you hear that word? Is it the picture of an old fat guy trying to sell you a second hand car? Or an arrogant person in a suit who won’t leave you alone trying to sell you something that you don’t even want? Well, for most people they probably see a negative image, as they have a bad conception about salesmen. That’s generally the result of the common beliefs about them, or maybe bad interactions some people had in the past with salespeople.
That's what caused us to feel as if selling is a bad thing to do; we feel guilty when we provide someone with a service in exchange with money just like if we are hurting the person we’re selling it to or taking something from them that we don’t deserve. That’s a major problem that many people face, especially those who want to make it as entrepreneurs; because selling is the very basis of every successful business. Now the good news is you don’t have to feel that way about selling. In fact, I found out that there are many amazing salesmen today who absolutely love selling, and consider it a beautiful interaction with others. So I decided to understand what makes them feel so differently.
After doing a bit of research, I came across these three major elements that determine whether you’ll enjoy closing a sale or not. I call them salespeople’s MPG. Mpg stands for mindset product and growth. Let’s go through them one at a time:
The mindset with which you walk into a selling interaction is crucial to the way it will end up going and how you’ll feel after it. T. Harv Eker is the one who changed the way I view selling once and for all, he wrote: “I don’t even like to be called a good salesperson because I don’t think of myself as selling. I think of myself as informing people and trying to persuade them because I think it will be awesome for them.” That’s what selling really is all about: helping other people make a decision that would be of great benefit to them, by providing them with a solution (your product) to a certain problem they had.
You know that in order to feel that you are actually benefiting your client, you have to believe in your product. How to do that? Just follow the wise advice of Steve Jobs: “Don’t sell crap!”. If you know the product that you’re offering to others actually sucks, and doesn’t even deserve the money you’re charging for, just fix it or get yourself a new one that makes you feel that you’re giving your prospects way more value than what they’re paying for.
Eker also said: “You have to really believe in what you’re selling. The number one key to doing well in marketing or selling is conviction”. I mean think about it: if you had a product or a service that you KNOW can provide help to someone who needs it, why wouldn’t you do it?
In order to be successful in pretty much anything, you have to make sure you’re constantly learning and growing. So just read more books about selling and marketing, attend seminars and events, learn new tactics and explore new ideas about it every day, and put them into practice. Just make sure to implement strategies that you feel comfortable with; ones that resonate with your personality. You need to feel at your own skin while selling as if you’re just being who you are; that’s the only way it can work for you.
Selling is a skill, and just like all other skills, it takes a while to get good at. So be patient. With every new sale you close with your new perspective towards selling, you’ll love this game more and more, and you’ll climb the ladder towards mastery.
What about you: Do you think that selling is fun? Share your thoughts with me in the comment section below; I would love to hear from you!