Why is "sales" such a bad word?
Shaun Frecska
Sales Operations & Enablement Specialist | Driving Revenue Growth & Optimizing Sales Strategies | CRM Adoption Expert | Strategic Partnership Builder
In conversation with my three kids this last week, ages 10 - 15, we talked about what they want to be when they grow up. Answers include NBA player, NFL player, teacher, physical therapist, a millionaire, a billionaire...
When I asked why not sales? They made a weird face and said "no way". They thought sales was "cheesy" and they thought that "not many people would like us".
Thought this was a great teaching moment to convey the following (plus we had an hour left in the car):
- Sales can be just as much personally rewarding as financially. Depending on the "way you sell" - such as engaging with the prospect, seeking to understand (not sell) first and being open to provide resources/solutions that may not have a dollar attached can provide career fulfillment and a sense of worth.
- A great (or even good) salesperson will be part detective, teacher, motivator and scientist. All of this is required in equal or different portions - depending on the situation. At the end of day, if you've done things right - you should be appreciated not disregarded.
- Every company, non profit, school and even government entity started with a concept or idea that had to be "sold" to someone else. Think of the person that carried that idea through...not much different than taking the game-winning shot or even a marriage proposal...takes a lot of preparation and belief that you'll achieve your desire result.
- The sales person defines their role. This is part of creating your own brand in the market place - sometimes its better to stand out then quietly follow the path of others.
I wish I could say that they each said, "Oh. ok. Now I understand and see how sales really is...that's awesome!" However, this was only one of many long commutes and conversation opportunities and if nothing else - just want to open their minds...
What was your worst experience with a salesperson?
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8yMy worst experience was in a jewelry store with a fast talking New Yorker (no offense to those born in New York) in New York City who was literally taking off his jacket to get a "sale" by saying, "What do I have to do, take off my jacket and give it to you?" Plus, he played us off each other...my desire for a piece of jewelry and the reluctance of the man I was with to purchase it. because it was way out of his price range. It took an already uncomfortable situation to a whole, awful level of awkward and REALLY uncomfortable. YUCK!!
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8yGreat discussion, Shaun. To me it's quite simple. The sales process cannot be viewed as a transaction, but instead as a cooperation. In return for helping the customer fulfill their needs, the seller may receive the opportunity for follow-on sales, referrals to other prospects, and an ongoing professional relationship. Whenever I encounter someone who misunderstands what sales is about, this is what I tell them. Those talents you mention--detective, teacher, motivator and scientist--enable successful salespeople to achieve these goals. Selling is not for everyone, but as you said it can be richly rewarding. Any salesperson who only cares about the transaction, i.e., commission, will certainly behave in those stereotypical ways, as Rich said.
Sales Operations & Enablement Specialist | Driving Revenue Growth & Optimizing Sales Strategies | CRM Adoption Expert | Strategic Partnership Builder
8yGreat feedback, Randy Friedlander and Bill Costner! I had a sales training company sell me on their consultative methods/program...problem was that they never took the time to discover my needs and challenges....talk about not following their own philosophy!
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8yGreat teaching moment ! I could not agree more with you Shaun. My worst experience was buying a car-I called in advance, sales rep knew what I wanted and what I was going to pay. When I arrived he had not prepared anything and it still took two visits to finalize. I thought every sales person prepares for a sale...I know I do...
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8yShaun, thanks for posting. Most people - including a lot of professional sales people - have a misunderstanding of what sales is about. From stereotypes, they equate it with pitching, conniving, cajoling, arm-twisting, and manipulating until a propsects agrees to purchase your product or service. As you and I have discussed, it's really about understanding the prospect's challenges and pain, and helping them understand how your product or service can make their situation better. I like your quote " A great (or even good) salesperson will be part detective, teacher, motivator and scientist." Helping folks out - that's what it's about.