Is 'sales' a dirty word?

When I speak to most people they have a pre-conceived notion that sales is 'sleezy' and dont truly care about the potential client. I've witnessed many different sales techniques and sometimes I can see where this stereotype comes from. The pushy sales strategy that pushes an agenda on a potential client whether it's right for them or not. So in this case I would agree, sales is a dirty word.

When I think back to my previous roles even when I haven't specifically been in charge of sales; I have been responsible for executing a vision. Selling a vision. Whether that's someone else's or mine I am still selling. Recognising that sometimes to sell is not to achieve money has been eye-opening for me. From leading teams at some of the UK's biggest tourist attractions, building a community at a gym or creating partnership opportunities I never truly think about the money first. In fact it's usually the last thing that crosses my mind - much to Rich Wharton 's dismay. Don't get me wrong I love my Excel spreadsheets and budgets etc but finding an opportunity to help solve someone's problem is incredibly exciting to me.

When you think about it, don't we all sell everyday? To our partners, to our colleagues, our friends, to ourselves even. Unsure whether to buy that jacket you want? You'll probably find yourself selling it to yourself before picking it up and taking it to the till. So we are all sales people. To be honest I never considered myself a sales person until earlier this year after talking to Callum Webber and embarking on an exciting business venture together. Callum coaches sales teams the World over and after a brief chat with him I realised that I already had what it took to become incredible good and ethical at it.

Anyone who truly knows me knows I am driven by my moral compass and have stood by it on many occasions to ensure it benefits others. But how does that translate into sales? Well let's explore the main themes:

1. Knowledge - Knowing what you're selling whether it's a highly technical machine or a service is paramount. You wouldn't sell an umbrella to a shark. So why would you sell a cleaning company's services to a remote person with no office. Knowing you're providing the right thing for the right person is key. So research your unique product or service and start researching potential clients. Find our what they're needing help with and whether that's something you can help them with.
2. Referral and Signposting - Leading on from the last point, if you can't specifically help them, don't make the mistake of thinking your support ends there. If you know someone or something that can help - share that information. It'll come back two times over in the future if they meet someone that would love to work with you.
3. Consistency - Showing up for your colleagues, clients and yourself consistently is important. Keep a schedule for yourself, manage your time effectively and learn how to hack your own diary.
4. Relationship Building - Making effort to get to know your client, who they are and their aspirations and structure of the business is crucial. It also means when it comes to the deeper conversations in a sale you know how to work with one another more efficiently.
5. Trust - A by-product of building relationships well. If a potential client trusts you it'll be because of the above points so well done!

What other ways can you think of to work ethically and effectively in sales?

Rich Wharton Shereen Abdul Aziz Garry Melvin Joanna Dyer

#businessdevelopment #sales #ethicalsales #moralsales