Yes, there I said it. I wanted to be a lawyer. Friend wanted to be athlete. Other wanted to be magician. We all ended up in sales. Thank God.
Since my upbringing in Poland I was taught that sales is a hustlers profession. I believe this has been strongly connected to B2C sales tactics and high pressure in telesales environment. Sales seen as kind of zero-game where you lose if you get “sold-on” by a salesperson. And if you are one, you have to make people buy, sell them on the tricks by all means make your paper. Caring about the Customer only until they sign the agreement. Not telling whole truth for the sake of the deal. Be a predator. A shark.
Nothing more wrong than that when it comes to true selling.
When we go buy a house, a new suit, a new bike or car – there are two things:
- You know or at least think you need it
- You decided to take an active approach an entered buying process
So you are on “Yes” or on “Maybe” regarding the purchase. My guess is if you were contacted at this moment by any kind of “cold-call” or “cold-mail” which offers information about the state of market, pricing etc. – it would be helpful. Not if you’re on “No” though.
Rejection. Something that makes people dread going into sales. But as everything – you can control rejection. Mostly by qualifying “No’s” early. We don’t turn “No” into “Yes” – we empower “Mayber” and take care of “Yes”. Remember that.
Of course I am writing about B2B sales which usually concerns many people, is part of their profession and make the sale more predictive. Nevertheless – if you due to rejection you feel like “professional bad boy” maybe it’s time to review your qualification methods!