In the next few weeks I will introduce the 7 Steps of Purposeful Selling. In my preparation for this series I continued to have this recurring question: Why should anyone care?
Your skepticism is respected.
To give this subject context, let’s think about changes that have occurred in sales in the past few decades:
People do NOT want to be sold
The buyer interacts with the salesperson much later in the buying process
Salespeople need to educate, and be seen as subject matter experts
Curiosity and discovery are important attributes for the salesperson
Listening trumps talking/pitching
Business development is relationship development
In spite of your title, we are all in sales now
The salesperson who will excel today is different than those in the past. Think of the stereotypical phrases applied to previous generations of salespeople; “must be an extrovert,” or “motivated by money,” or “has to be able to handle rejection.” This mindset comes from an era when transactions were more important than relationships, hitting quota was emphasized more than understanding client needs, and the seller hoarded product information prior to the emergence of the digital/information age.
Few things in life remain static and sales is no different. When I look at cultures that exist in today’s sales organizations I continue to see a lack of empathy, trust and leadership. There is no future for this type of structure in a transparent, social economy.
Today is the age of the purposeful salesperson. Think of terms such as collaboration, inspiration, purpose, connection. “Conscious selling” is blending into our vocabulary. A paradigm shift is evolving. No need to resist.
There has never been a better time to be in sales. I ask you to follow the steps with me. Please take a moment to comment on this post. A purpose based sales community is one with unlimited potential. Join us!