If you’re a business owner, you may have come to the realization that your business is not making enough money, which probably means YOU aren’t making enough money. Often, people don’t see the direct correlation between “sales” and revenue. Although I understand the bad rap “selling” gets, without sales, there’s no money, which means you won’t own a business for very long. I’m sympathetic to anyone who doesn’t want to sell but it still has to be done. Kind of like when you don’t want to do the cardio but want to eat the cake. So, here are two things I hope encourage you to warm up to the idea of being a salesperson (also known as, “Hey, I can afford to stay self-employed!)
And NO, you don’t have to be this guy!
It’s become very popular to change the semantics so that you’re no longer required to sell, you can just “share”, “explain”, “inform” or “educate”. The fact that people are now wandering around doing this and are surprised that they’re not thriving financially may be the biggest sales job of all. If you share, explain, inform or educate anyone about what you do and they don’t pay you for it, is that going to keep your business afloat? The very definition of selling is that there’s an exchange of products or services for money and what’s wrong with that? Don’t you deserve to get paid for your expertise? To sell effectively, however, you need specific language delivered in a specific way. There truly is a process and a system to selling and it can be done in a way that’s natural and genuine. The problem with all the catchy semantics so that you don’t have to “sell” is that in most instances, it doesn’t work. I love goodwill as much as the next person but when it comes time to pay the bills, well. I don’t know about you but I’m only allowed to send money, not testimonials from people who say I’ve delivered great information. I’m of a firm mindset that you can’t say you want to prosper financially, hate sales and expect to see a happy outcome. If you keep in mind that selling is an exchange of something (money for goods or services) and that’s all it is, you’ll be one step ahead in embracing sales as a profession. Go on, just say it. “I sell!” No one has to hear it but you.
2. Be you and not some cheesy “salesperson”.
You don’t have to be one of them to succeed in sales. Embrace sales as something you do, not some personality you have to become! We’ve all experienced the pushy, insincere salesperson who has you screaming for joy when they leave. That’s NOT what I’m talking about and in the long run, this doesn’t work anyway. You can be everything you strive to be in your business; sincere, caring, genuinely interested and still close a deal. To do that however, you will need solid sales training to get the tools necessary to be successful. Great sales people aren’t born, they’re made. When you get good sales training, you’ll understand there is a system and specific language that can influence the outcome so that your client’s life will truly improve. I can’t think of anything sadder than someone needing you and not having the chance to experience a transformation in their life or business because you don’t want to “sell”. What’s noble about that? “Gee, Mary. I’d love to help and can help you but to do that, you’d have to pay me and that just goes against my integrity.” Really? When you understand the system of sales, you’ll simply lead people to their own conclusions and no one will ever be upset with you for that. If you love being self-employed and love being able to pay your bills, start to love sales…fast. One of the easiest ways to do this is to get good sales training with a mentor.
The bottom line is, every business has a bottom line and that alone determines your success as a business owner. If you’re serious about your business, you need to get serious about sales.