Recently while in NYC, I led a strategy workshop for an exclusive group of CEOs and founders who are building companies designed to thrive in the modern world.
Here, we discuss how to have more authenticity in our sales. Respecting others’ time and double checking that they are still available and willing to speak gives you initial buy in to the conversation.
You are much more likely to have a connection that will result in the long-term outcome you desire if you put the other person’s needs at the forefront. Focus on how you would like to show up for the conversation, because you are more likely to be successful if you sell lovingly than if you sell aggressively. Being present and considerate will amplify what you already do and who you really are.
When you think of sales what comes to mind? For me it is the combination. My grandfather going door-to-door selling vacuums in California’s Central Valley in the mid-1950s. I think very highly of my grandfather and he did well by his family. But I don’t think of knocking on doors in the 100 degree Summer Fresno heat as my ideal way to earn a living.
The second image that comes to mind when I hear the word “sales” is a guy in a shiny but none-too-high-quality suit selling sheet metal roofing. Why sheet metal roofing – no idea. But in my mind this salesman is extremely pushy, aggressive and doesn’t give a damn if I even have a house that needs a roof. He is going to persuade me to get his roofing, no matter what.
The final image that comes to mind when I think of sales is this video clip. I am among the most persistent people I have met, in my learning projects, in relationship, or with myself. But I don’t ever treat others or want to be treated like this. I view this hard-nosed desperate selling as pitiable.
And guess what? I am learning sales. If you know me at all you probably know that I love learning – be that gymnastics, dance, handstands, Spanish, questioning or autism. Right now I’m learning sales because being comfortable asking for a sale is going to be a part of the contributing factor to the success of my current big project.
Me being me, I am not going to do sales like any of the images that come to mind when I think of selling. I am learning to sell very differently.