Hello SOTGC community,
Since I am in sales a good amount of my posts will probably be sales oriented. However, I believe that everyone, no matter their profession, has a good amount of “selling” that they do. There is an outdated phrase that some sales people still use called “always be closing.” I can’t stand this phrase!!! Anytime someone asks me if I “closed” the deal or how long it takes me to “close someone” I get annoyed. Then I explain that I don’t “close” people, I educate them. People know when you look at them as a dollar sign, or whether you care about their needs and truly want to find a solution to help solve their problem or add value.
I got into sales for two reasons, one of them is that I have ADD and the thought of doing the same thing every day makes me want to cry. The second one is that I am fascinated by people, by the decisions they make, the reasons they make these decisions, and how I can help them if they have a need that I can provide a solution for. I think if I was a sales manager I would probably hire a good amount of people with teaching or psychology backgrounds since so much of “selling” is simply educating people and understanding why people make certain decisions.
If you think about the last few big purchases you made, what was the person like who you bought that item or service from? Were they constantly trying to “close” you and saying things like “if I lower this price will you buy today?” I was asked that once by a car salesman when I was shopping for a new car a few years ago and I looked him in the eye and said “no” and walked out of that dealership. Most likely you bought from someone who listened to what your needs were for the product/service you wanted. And then educated you on what they felt would best help solve that need. They probably didn’t push you to buy, or simply steer you in the direction of the highest priced item/service.
I logged onto Forbes.com and found a great article called “To Increase Revenue Stop Selling.”
The article talks about how businesses that still have the words “sales” in their titles, on business cards, and in their org charts are outdated. That the model of what sales was built on is archaic, and those companies that are refusing to adjust and become educators and value adders are seeing it in their decline in revenue. Every client has heard every single sales pitch before, they have seen enough power point presentations to last a life time, and they have been soft closed, hard closed, and pressured enough. The companies that are simply adding value, educating, building trust, and keeping customer service at the forefront of their business model are succeeding and surpassing the outdated companies. The article is not saying that you don’t need to keep an eye on the revenue, margins, and ROI, but if you’re doing the right things through education and value adding, the dollars will take care of themselves.