What are the first five words that come to mind when you think of a sales person?
If the five words that consistently come to your mind are negative – guess what – you probably do not like sales because of your negative beliefs about it.
Ultimately, almost every business will need to consider sales and marketing in some form if they are going to become successful, no matter what the business owner’s belief about sales.
My job as a consultant is to help you succeed. Sometimes, this is through techniques and strategies or implementing some simple actions, such as helping your sales team to ask the right kinds of sales questions or ensuring that you hire the right kind of salespeople.
Often, however, it requires a shift of mindset, not just actions.
What is Your Definition of Sales?
You know that every business needs good profitable sales to move forward. At the same time, I’ve come across some very interesting reactions and responses to the word “sales”.
When I ask business owners, “What comes to your mind when I say sales?” I often get a mixed response.
Definitions vary from cheesy, pushy, all about money, helping people, pushing an agenda – you see a whole spectrum of responses. The fact is, what you think about sales pretty much reflects on your sales team and on the performance of your company. Whether it’s good or bad, whatever it is, let’s go back to the fundamentals.
Sales is an Educational Process
If you think about the core purpose of having a business, it is actually about providing solutions to people.
Adding value and getting value in return. Therefore if sales are the mechanism, a way to reach out to our prospects, then sales is a process of educating your prospects, helping them to make the right decisions for themselves.
And with that definition why would we not like sales? Why wouldn’t we reach out to people to help them, to provide them with the solution that they need?
I would love to hear how you define sales for yourself and your business. What do you think about sales and how do you work in your business, with your team, with this concept?
Please comment with your thoughts here and in the meantime, ensure that your team is aligned with the correct mentality when it comes to the area of sales.
If you would like to hear more about this or any other topic, please feel free to get in touch below.