I remember being scared of sales as a self-employed personal trainer at 17 years old. I loved the work I did but when it came to talking money I was always nervous. I mean who was I to take thousands of dollars from people? In my head, I associated selling with telemarketers that call during dinner or a pushy used car salesman trying to scam me into a deal. I thought of sales people as annoying, pushy and deceiving.
One day I read a book on consultative selling that would change my mind and boost my confidence.
Consultative selling wasn’t about selling the person but rather selling the fit. The fit between your product or service and the customer.
For example, you go to the doctor with a problem. He assesses the problem, maybe does a few tests and then delivers you with a prescription. That’s consultative selling.
You don’t leave the doctors office feeling like you got sold, you leave happy that they helped you.
What it made me realize was that great sales people aren’t masters at selling, they’re masters at helping. And that intention – changed everything for me.
People don’t like to get sold but they love to buy. Everyday we encounter these types of sales situations that go un-noticed as a sale because the person is genuinely wanting to help you. This new view gave me the confidence to want to help as many people as I can which in turn made me successful.
It turns out that you get rich by enriching other.
You can’t grow a business if you can’t sell.
You can’t gain a customer, create partnerships, recruit team members or inspire investors if you can’t sell.
Selling isn’t taught in school making it a roadblock for many people striving for greatness.
You don’t have to be great at sales to start, but you have to start to be great.
Also published on Medium.