Do You Have a Professional Salesforce?
What is your team’s perception of selling? Do they believe what the general public believes – that salespeople are pushy, slimy, sleazy people – so they go to the opposite end of the spectrum and keep giving to prospects while they keep taking? Do they fit the perception of the person who doesn’t like to admit they are in sales, so instead they call themselves “client specialists" or "business development experts"?
Could it be these perceptions are negatively affecting their results?
First, lets define what selling is NOT:
- It is not a profession to get into because they “like people.”
- It is not about being pushy.
- It is not about telling prospects how smart they are.
- It is not about seeing how many friends they can make.
- It is not about overpromising and telling prospects they can always help.
- It is not about always “following up” and “checking in” with prospects.
- It is not about lowering their price to win new opportunities.
- It is not about being super positive and always “closing.”
- It is not about telling prospects their price is going up at the end of the month, so they have to buy now.
- It is not about the salesperson doing all of the work.
True selling is when your team provides your products and services on your terms, and both people, your sales person and your new client, are happy.
But how often does this happen for your team? Do they fall victim to common perceptions of salespeople, and therefore get treated like a common sales person? Are they getting dragged into negotiation traps and endless justifications about your price or product?
If your organization would like to see different results, it's time to change the game. Reshape your team's mindset about who they are and what they do. Help them understand what true selling is. When you do that, you'll start to notice less pressure on both parties, and results start to climb.