I was speaking to somebody the other day who was promoted into a new role that included business development. That meant, in their words, “they’d have to sell.”
They said it as if selling was something to be allergic to. As if there could be no worse fate.
It confirmed a theory of mine – sales has a bad rep that’s completely unfair. People see selling as almost uncouth.
And yet, every company that exists today depends on one thing – sales. It’s what they spend their earnings calls talking about, it’s what everyone in business is trying to increase, and yet the actual process itself is often looked down upon.
There are many reasons why, from stereotypes to fear to false beliefs about the nature of work. Rather than get into that, we decided to pivot to people who have sold professionally for years and love it, to understand why they love it.
Specifically, for our How I Sell series, we often ask our subjects – all longtime successful sellers – why they love sales. We’ve gotten many great responses, although these are five of our all-time favorites:
1. Selling is all about helping people and companies achieve their dreams.
Who said it: Cherilynn Castleman
What she said: Helping people realize their visions and dreams. That’s what gets me up in the morning: when I learn about their challenges and solve their problems.
To provide clients with something they need, equip them with new solutions and tools, and then see them succeed is my ultimate driver, and I think that’s why I love sales so much.
Read Cherilynn’s full How I Sell interview here.
2. There’s nothing quite like when 1+1 equals more than 2.
Owner, Revolutionize Ventures: LinkedIn Sales VP Wade Burgess
What he said: There’s a symbiotic energy when it feels like one plus one equals more than two. Meaning, when both the buyer and seller feel like they’re getting the better end of the deal and both feel like they are helping each other, it’s no longer a zero-sum game.
That moment – that moment of yes – is an exceptional moment. It’s like that magic moment of a marriage proposal when both people say yes, and they both feel great.
Read Wade’s full How I Sell here.
3. Sales is a massive puzzle that's fundamentally about understanding people.
Who said it: Ascension Media Productions Founder Morgan Ingram
What he said: It's a puzzle.
I've said this a couple times — sales is a massive puzzle and you have to identify the right puzzle pieces to put it all together. And, if you think about every puzzle, you start with the same four things — the corner pieces. You start with those first, and then you build from there to figure out how to build your masterpiece.
Sales, ultimately, is a framework that you can follow pretty consistently. Then you implement your own style and personality to it. And that's why I love sales because it is a framework and a process that you follow, but also it’s becoming one with yourself and really understanding how your personality fits into all of this. And really understanding humans, as selling is what we all do on a day-to-day basis.
I always love solving puzzles. So that's what I always loved about sales.
Read Morgan’s full How I Sell here.
4. Solving problems while making money is, in a word, incredible.
Who said it: C-Level Partners CEO Johnny-Lee Reinoso
What he said: Problem-solving and helping people.
I don’t want to make this come across as kumbaya, but it really is problem-solving. It’s solving people’s problems to improve their lives and businesses.
Because you see salespeople who are uber successful, and they’re happy. And they are driven by gratitude and helping – that’s why they are happy.
And then there are salespeople who also might be successful, but they are frustrated. And that’s because they are only driven by revenue. They aren’t driven by a true desire to help.
Of course, revenue is important. You have to hit quota. But I think there is a very healthy mix, where you are hitting quota by helping people. That’s the winning recipe in my opinion.
Read Johnny-Lee’s full How I Sell here.
5. Selling benefits three parties: the buyer, your company, and yourself.
Who said it: McLeod & More Founder Lisa Earle McLeod
What she said: Sales is the engine that makes the wheels of commerce spin. Plain and simple.
And so, for me, I talk about sales as a noble calling and a Noble Purpose. I see it that way because when you're successful in sales, three constituencies benefit in a huge way:
- You're helping your company. They can't survive without good salespeople.
- You're helping your customers. Because if you're successful in sales, that means people buying from you are as well.
- You’re also helping your own family. We don’t like to over-glamorize the financial success for a family; but having financial stability for your family is really important.
Read Lisa’s full How I Sell interview here.
The point – selling isn’t a necessary evil that must be done to keep a company afloat. Instead, if done right, it’s an inspiring, creative process where through it — as Wade so eloquently said — one plus one can equal far more than two.
If you work in sales – be proud. It’s an awesome, important job where you get to make people’s dreams come true.
Enjoyed this post? You might enjoy these as well:
- Selling to an Executive? Follow These 10 Steps to Win Their Respect
- 20 Times Michael Scott Perfectly Described Being in Sales
- The Non-Sales Habits That Help These 9 High Achievers Sell Better
- What Working in Sales is Like – Illustrated By 10 Homer Simpson GIFs
- 10 Effective Tips for Persuading Others, According to a Behavioral Scientist
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Topics: Modern selling
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