My answer continues to change. As a matter of fact, just about everything I learned about sales has changed. I went through a lot training when I was selling advertisement, cars, timeshares and landscaping. I was also taught that a successful sales person was the one “closing the most deals”.
What if the most successful people don’t sell anything? Crazy right. I have been meeting with more and more folks who are helping new clients on a daily basis, continuously growing and at the same time, telling that they are not salespeople and hate everything about selling. How can this be?
The most common way I see this accomplished is that these folks have positioned themselves in very unique ways or with specific expertise and are referred in such a way that they are more of a consultant and instead of making a sale, they are simply offering solutions to problems. They don’t have to create the need, their clients come to them already in need. They don’t have to “close the deal”, they simply offer the solution and the client either agrees to the terms or walks away.
As a salesperson, I was constantly under pressure to find another lead, try to convince someone else to buy and then enter that ugly world of negotiation. Have you been there? Do you want to explore a different path? Does this change your prospective of what “success” looks like?