Hate Sales...Why?

Most people get into business because they have a passion for what it is they are doing.  They have a passion about their product or service that drives them to share this with the world.  However, many of these same people do not share the same passion around business activities especially sales (and of course accounting but everybody hates accounting). Why is that?  I would suspect that is because people think they need to emulate the negative stereotype of the slick talking, product pushing sales person.  They are not comfortable with all the "Mr prospect, what do I have to do to get you to buy today" closing techniques.  If you are like me you vision of hell is spending eternity negotiating to buy a car. 

Here are a few tips to make sales a little more palatable for the non-sales oriented business owner.

• You don't have to slick you hair back to sell ~ Not everyone is Ari Gold but anyone can sell.  Be yourself and share what makes your product a must have.
• Objections are requests for more information and clarification ~ Don't turn into JoJo The Monkey Boy the second someone questions you.  Relax and respond.  Share your knowledge and help the prospect better understand.
• No is not a bad answer ~ Don't take it personal...Next.
• Maybe is the "Worst" answer ~ Don't let "maybes" clog up your pipeline.  I remember when I was young I had a prospect that kept telling me maybe.  I would point to that as THE big deal that was coming.  Guess what, it never did.
• If you practice your pitch you will get better ~ Like anything else practice makes perfect.  Work on your presentation then get out and do it.  Learn from every presentation and you will be successful.

The biggest thing to remember is to "Create Value" for your customer.  Sales is not about getting someone to buy what they don't want or need it is about helping the person.  No one will be a bigger cheerleader for your product than you.  No one can better articulate the value of your product than you.  You should want to speak to people to get them to buy your product.  Only through the process of selling can you share what you have brought to life when you started your business.

Comments

[Phyllis]

Mike
I sometimes feel like I'm on a one woman mission to make sales/selling/salespeople fun and rewarding. This is great info - and so on target.

I love the simplicity - if people follow what you've prescribed - they'll enjoy sales too.

For many, learning to talk value/benefits instead of price/features is the tricky part. But well worth the effort.

This post made my day!

[kkreft]

ANYONE can sell something they believe in. That's why word-of-mouth is so effective. The problem most people have with sales is that most people who are selling don't really believe in what they're selling. Imagine how different things would be if sales people really believed their pitches, and had something to lose if the product they were selling didn't live up to what the sales pitch claimed. I think if that happened, no one would have a bad opinion of sales people. They'd be providing a worthwhile information service.

[Shaun]

"The problem most people have with sales is that most people who are selling don't really believe in what they're selling."

That's certainly true for me. I work at a credit union and I despise the sales aspect of it. I'm supposed to recommend credit cards to people bringing in unemployment checks or people with low balances, but I can't bring myself to suggest it to them. I had a salesperson convince me to get a credit card years ago and I have regretted it ever since. I know every person is different with their own unique situations and difficulties, but I can't help but hold a grudge against products that have crippled me financially.