Sales is not sales
A colleague of mine constantly reminds me that sales is not sales. That particular philosophy has always kept me interested in the way the game is played. Little did I know that there was no game at all. Most of you may believe otherwise but let me hit you with a bit of knowledge.
Have you ever noticed the large number of people flooding the halls of sales seminars? Trying to find the latest trick to add to their game in order to produce the most profitable sale, whether it be a product or service?
It seemed to always fascinate me how people become so fixated with the idea of sales, thinking that if they play all their moves as accurately as possible, they might hit the jackpot and become the richest of rich. That made think about the difference amongst sales persons. Surely it can’t be simple quirks like their opening lines or catch phrases that hook their clients into their sale? The generic tones and how you’s?
Taking a closer look at two individuals, I came to the realization that relationship building was key. One individual walks around praising the Harvey Specter and Jordan Belfort for all their successes by mastering their behaviour’s, placing their quotes on every possible device available and studying their moves because they personify everything that individual is not- power, strategy, money and confidence.
Yet the other individual simply believes that being true to who you are is the quickest and most effective method to closing a sale. That made me consider the validity in that method because that was the reason I purchased a product or service that has ever been offered to me. Not the generic bombardment of information and aggressive attempts. I can also stand by this because I have physically seen the two individuals in action. The Harvey Specter and Jordan Belfort ‘wanabe’ versus the ‘this is me’ have everything and nothing in common purely by their approaches to conducting a sale.
The essence simply resides in building relations with clients that may lead to friendships, job opportunities and more! Why? Because a bond based on trust between the sales person and potential client is created.
You might be thinking, what does she know about sales or anyone starting out for that matter? But you forget that somewhere, sometime along your journey in life, you and I have sold something to someone. Even ourselves!
We may have sold a reason to our moms and dads when we knew going to that party was never going to be a good idea, but we sold it anyway and went. We may have sold old PC games to our friends for extra cash and convinced them why they needed to play that specific game. We may have convinced our partners to buy a specific couch that was out of the budget and still pulled it off and had the couch delivered to your door step that very week.
Do you notice a pattern in all the examples I just gave? Three completely different ideas yet all pulled a sale because trust in the individual selling it to you was evident. In order to gain trust, you need to have a solid relationship with your potential buyer.
Flashing good ideas, walking like the wolf on wall street does not gain trust from everyday individuals but instead they will notice the pretense, manipulation and weariness from that behaviour will prevent them from purchasing that product or service you are offering.
So instead of going out and spending hundreds on seminars or look up to greedy and arrogant role models, go out there, make an acquaintance, grow a relationship and let that path lead you onto the next sale by simply staying true to your own self! Remember, sales is not sales.