Sales is so often treated like networking, as though the whole point is to find a way to pry something valuable out of someone’s hands against their will.
I struggle to understand how guiding people to solutions, easing their burdens and stripping away their anxieties has to turn into a brutal tug of war with only one winner, and inevitable buyer’s remorse.
Millions of us swear that we aren’t salespeople, and yet we are. Anyone who’s every potty trained a kid, got that guy interested in us or coaxed a pot of milk out of the downstairs kitchen like I just did here in Doha, Qatar ,sells. I’ve trained it for years. Take the heart out of it and we’ve turned people in nothing more than the next payment on my Beemer. Which, unfortunately, is how sales was long trained and rewarded. Still is.
Years ago I wrote an ebook for networking. One of the principles was:
It’s not what’s in it for me, but what’s in me for you.
When we work to serve, whether that’s to help someone find the right car for their family or the right cut for their wedding dress, the potential for care is in the air.
Or we can pollute that potential with greed. Too many have, and that’s what has given sales a bad name.