Do you think salespeople are sleazy?

I did; early in my career, I was embarrassed by my title.?Often when I tell people that I am a lifelong salesperson, they give me a look. It feels like they are expecting me to sell them a used car. That bothered me for many years.?

Truth be told, some salespeople are unethical, and some are bad at what they do. Then there is another pool of highly ethical people that are trying to do the right thing, but they lack the skills needed to get the job done. Finally, there are those that everything seems to fall in place for; their customers love them, and new sales always fall in their lap. They make it look easy. ?

It didn’t start out looking easy for me, but I was never what I thought of as the “traditional” sales professional. I didn’t care about revenue. My thought was if I did the right thing for my customers, the money would come. As it turned out, that mindset was spot on and helped propel my career. ?

Early in my career, I was lucky enough to work for some really big companies that invested a lot of time and money training me to sell and then to lead. As it turned out, those skills overlapped, a lot.?

The truth is that everyone is selling, here are a few examples.?

• Want a promotion ?
• Feel like you need a raise?
• Need your kid to eat their vegetables (this one was beyond my skillset)?
• Have a solution to a problem that people don’t understand?
• Feel like people should listen to you based on your expertise?

For most people, the skills learned to be great at your job aren’t enough to help people understand what you are trying to say. That can be an entirely different skill set. ?

So why does the idea of sales so turn everyone off? My theory is that it comes down to a misunderstanding. If we could let those go and embrace the good in sales skills, it would enhance many, if not most, professionals.?

Here is a summary of what sales should be. Before you read this, you may need to take a minute to let go of what you think sales are based on your previous experiences. ?

(Pause for that mental reset)?

• Sales is Not Manipulation: Effective sales is?not about tricking or pressuring someone into making a purchase or decision or doing what you want them to do. It's about building trust, establishing rapport, and guiding potential customers toward a solution that genuinely benefits them.?
• Solving Problems: Sales is fundamentally about identifying and addressing the problems, challenges, or desires of the person you are talking to. By understanding their needs, you can present your product/service/ideas... as a solution that adds value to their lives or businesses.?
• Education and Communication: Sales involves educating?the person across from you about how your offering/ideas that can make a positive difference in their lives. This involves clear and honest communication, providing information, and answering questions.?
• Building Relationships: Successful salespeople focus on building long-term relationships. This means valuing the needs long term?and establishing a foundation of trust.?
• Listening and Empathy: Effective salespeople are good listeners. They understand the importance of actively listening to customers' concerns, preferences, and feedback. Empathy plays a crucial role in understanding customers' perspectives.?
• Adding Value: The sales process should be geared toward demonstrating the value your product or service or idea, or solution brings to them. This goes beyond features and functions, emphasizing the benefits and outcomes the person will experience. In my personal life, it goes beyond telling someone what they should do or need to know and taking the time to help them understand why it matters to them.?
• Ethical Approach: You must genuinely believe in your ability to help and improve the person’s?situation. Authenticity and integrity are key. You must be willing to walk away or change your thinking if you realize that your original thinking?is not the fit you first thought it was. ?
• Personal Development: Sales skills can contribute to personal growth, helping individuals become more confident, persuasive communicators who can positively impact others.?

Why does this matter??

You are selling, you may not be great at it yet, but you are doing it. By addressing misconceptions and adopting a more ethical and human-centric approach, individuals can enhance their sales skills and contribute to both their own success and the well-being of their customers.?