We are all in sales – why not grow up and become a world class sales professional?
Be proud, be a valued, reputable and recommended successful salesperson. Your sales professionalism can positively impact Britain’s prosperity. Help me change Britain’s belief that “selling” is a dirty word.
Dirty is described in the English dictionary as not clean, not honest or polite, so why do so many people describe sales as a dirty word? After all sales is just the exchange of money for goods or services. Indeed if we are not polite and considerate, if we do not deliver the product we promise our career in sales will not flourish. Great sales people build credibility by being honest, hard working, networking, and by turning themselves out immaculately, professionally and by representing their products as experts in their fields.
For centuries people have exchanged goods, produce and services for money or other items of value. It is how people make a living, for some we sell our skills to earn money for others it is goods. In the exchange one person will be buying the other selling. Buying is hardly ever viewed as the dirty word, but selling is almost always. (odd?) For example I need a new built-in wardrobe, I could try and build one myself but it would take too long and probably look awful, so I pay a carpenter to build me one. He is therefore selling me both his services and the wardrobe, but I don’t view it in this way as I am buying a wardrobe. So why is the act of buying ok but selling not?
Has this idea of sales being dirty come from estate agents, car sales people and telesales? It seems unfair to blame this industry – perhaps some of their tactics? (here I suggest negotiation training should be standard part of every schools curriculum, let us level the playing field.)
I believe that the context of the sale is often the cause of it being viewed as dirty. It’s their sales process, “they” may be trying to sell us something we don’t initially think we need to buy, they are persistent in the process until they get the order and they believe they hold the power. Surely dirty sales only conclude when an unfair deal is done? (No repeat business, leading to a leaky bucket of customers will not grow a sustainable business.)
The buyer holds the power (I hope?), the power to decide when to buy, what to buy and at what price. With the internet has come a wave of more informed buyers, therefore sellers have to work harder and some companies have had to entirely change their tactics. Great sales is not all about the hard push sell, there is an art to it, a skill set. Different products require different selling approaches, through practice (as well as getting fast over rejection) you will carve out your own personality and niche for selling. Ultimately we will keep on having to sell and the better we are at it, the more prosperous the potential of our nation becomes.
Rather than viewing sales as a dirty word, we need to realise and appreciate that it is going on around us much more than we realise. Everyone every day is selling something; we sell ourselves in relationships we build, indeed in many actions we choose to take we are selling ourselves to others around us. Sales may not be in your job title but you will have clients/people that you will need to sell something to. So we need to not view sales as a dirty word but embrace it, enjoy it, carve out your own niche selling style and praise those that use sales in their title, at least they are upfront about what they are doing.
Lara Morgan – Founder of Company Shortcuts
Lara Morgan is the Founder of Company Shortcuts – a consultancy dedicated to excellence in sales and leadership. Company Shortcuts offer innovative products, services and exciting events that have already inspired hundreds of ambitious business leaders to achieve accelerated growth. www.companyshortcuts.com