Too many people have a negative connotation about the term sales. Some think that engaging in sales in unimportant or even dishonest. I would like to clear the air about what sales really is and why it matters to you. This may blow your mind, but every single person is engaged in selling. Everyone. Sales or selling is simply the ability to communicate the value of whatever you are doing. When you were interviewed for a job, you were selling your abilities. If you started a company, you had to sell prospects on the value of your ideas or products. If you are a parent, you must persuade or sell your children on the importance of doing things a certain way. Even if your job is cleaning, or something not directly associated with sales, you must still sell the idea that what you are doing is useful to your bosses and keep your performance of a high caliber if you want to retain your position. We are all salespeople.
Most of us think that only those involved in direct sales, like selling a product or service and overseeing the transaction of money, is sales. But the truth is that in the marketplace, we are all salespeople. Christopher Columbus was a great salesman because he persuaded the Queen of Spain to give him three ships so that he may find a faster route to the East by sailing West. He didn’t offer any guarantees, but his expedition turned out to be more profitable for the Spain than he or the Queen ever imagined. It’s very important to remember that persuasion is sales. Nothing sells itself. One must be persuaded to buy something, or join something, or hire someone. That is why I believe sales is the most underestimated skill that one can have.
Of course, there are good and bad salespeople. If you’re not where you want to be, it’s because you haven’t sold enough people, or the right people, on the value of what you bring to the marketplace. You can be bad at sales through lack of communication, lack of confidence and lack of empathy for the other party. You can also be a bad salesperson by being an outright liar, but that relates back partially to not having empathy. Take note: the three keys to being a successful salesperson are 1. Having incredible confidence in yourself and your product. 2. The ability to communicate value so that others are persuaded into agreeing with you. 3. Having empathy for the other party so that you can properly meet their needs. The last key is the most important because it ensures that you are meeting the customers needs in a way that benefits both parties. This will lead to many more sales and clients coming your way. Having all three is what leads to becoming a great salesperson. The best part is that all of these skills can be learned. No one is born a salesperson. They must develop the skills to persuade.
As the marketplace changes and more jobs and workplaces are becoming automated, sales will be the one skill set that will continue to be needed by all companies. As I mentioned earlier, nothing sells itself. So the people that are able to meet client needs by communicating the value of a product or service will always be in demand. I’m always looking for incredible sales people. I love people who have so much confidence in themselves and the product that they believe not selling someone on the product is actually a disservice to that person because nothing else will meet their needs as well! I hope that this cleared up the air on sales. You are in sales. I am in sales. The kid who convinces his parents to let him eat candy is in sales. Everyone is in sales! Now go out and show others how you can meet their needs the best.