Finding Fun in Sales

By: Stenson Crews

Sales can be an intimidating career path, and it is not always clear how vital, fulfilling, and fun it can be. My first full time sales position was pushing a workout product that eventually got pulled off the shelves by the FDA. At that time, I was thoroughly convinced that a career in sales was undesirable, and I had no intention of pursuing it long-term. I was not having fun, did not feel like I was helping anyone, and talking to customers was usually an uphill battle. That experience was pretty much the extent of my knowledge about sales, aside from door-to-door fundraising for sports and the stigmas that you may hear every now and then. I was pretty adrift regardless, but certain that I would be turned away from sales entirely.

After traversing the metaphorical wilderness, I found another job in sales. For a while, I could only see the negative connotations, feeling the fear and pessimism that kept me from realizing how great of an experience sales could be. However, I had landed a job where I would sell a product that I knew inside and out, better than any other option available to me on the market at the time. It was immediately a much better experience than my first job and I was even starting to have some fun. Eventually it even became clear that, in sales, we can make a real difference in customers’ lives with both the product and our approach.

For a while, I believed that my new, more positive, outlook on sales was because of what I was selling and because the product happened to be one of the core parts of my life to that point. Of course, it helps to sell something that you are already passionate about and may even have lifelong experience with, but contrary to my initial belief, that is not a requirement for sales to be fun and productive. Additionally, it may have helped that for the first time sales felt like more than just selling a product, it felt like I was selling an actual solution and an experience.

However, looking back, my negative outlook only truly changed when I started to feel like I was actually helping and making a real difference for people. Not only did my outlook change, but sales became fun, regardless of what the specific product or goals were. I would never have guessed that all that was required for me to love sales was to have an underlying feeling that I am helping in some way. When my mindset became positive fun, productivity, growth/development and more came naturally.

While there can always be pressure and fear, it became clear that sales could be fun, rewarding, and more if I approached it in a way that worked for me. Regardless of the product, all that was required was that I maintain a somewhat decent attitude, genuinely feel I am helpful (even if I had to do some mental gymnastics at times to make sure), remain adaptable, and go with the flow.

I used to only see the intimidating and demotivating aspects of sales and I could not escape that perspective for many years. Only when I truly felt that I was helping did my negative attitude fade away. Looking back, I believe I was looking at the first job wrong. Of course, it was an unpleasant experience when I felt unhelpful, was going against the natural current, and was looking at sales negatively. For better or worse, one of the best parts of working in sales is that you generally get out what you put in!

In addition to the underlying belief that you are being helpful, here are several other strategies that can also help transform sales into a more engaging, fun and enjoyable experience.

1. Transparency, Personalization and Active Listening:

Being clear with intentions is crucial. Generally, as an SDR, our initial goal is to find time to meet with the prospect, rather than immediately try to push the product. From there, it isn't just about the pitch; it's about understanding needs. Don’t talk too much, engage in active listening, ask relevant questions, and customize approaches based on preferences. The more we understand prospects and build relationships, the more enjoyable and effective sales become. Keep in mind that overcoming objections and forcing a sell are not the same thing.

2. Compete:

Turn your sales targets into a “game” by setting milestones, challenges, and rewards. Compete against yourself and/or among your team and challenge yourself to reach new heights. Incorporate leaderboards and incentives to foster a competitive, yet fun, atmosphere that motivates everyone.

3. Break Down Walls:

Sales can feel uncomfortable, but our primary objective is to transform it into a seamless and easy process for our customers and clients. One way that helps is to be clear about your intentions. Another effective strategy is anticipating objections and addressing them proactively. For example, “might be off base here” or “might not make sense this exact second, but figured I would say hi in case xyz comes up down the road”. Prospective customers and clients will be much more open to speaking when they understand you are not forcing something in the moment. Pressure melts away and potential clients are more present when intentions are clear and walls are broken down.

4. Keep it Simple, but Creative:

Don’t be scared to deviate from the script a bit and experiment with creative ways to present your product. Incorporate humor, anecdotes, rapport building, brief storytelling, visual aids, or interactive elements to make yourself memorable and more enjoyable. A dash of creativity can elevate a routine call into an engaging experience by captivating your audience. Connecting with them on a deeper level will enable you to understand their needs better, fostering trust, rapport, and increasing sales effectiveness.

5. Try to Maintain a Positive Attitude:

A positive work environment can work wonders in making sales more enjoyable. Encourage collaboration, celebrate success, and support each other during challenging times. When the atmosphere is uplifting and encouraging, sales become less scary and a more fun process.

6. Make Best Use of Resources:

Your Colleagues, Google, and Chat GPT are incredible resources among many others. We don’t have to, nor are we supposed to, know everything. Be coachable, adaptable, and open to suggestions in addition to being detail oriented and caring about your work. Everything falls into place from there to make sales more engaging and productive.

Final Thoughts:

Experiment with these strategies and more to discover how making sales more fun can boost your numbers and your passion for sales. Making sales fun is not just an extravagant idea, but a strategic approach that can elevate your performance and help you achieve great results.