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!

Step #1 Know Thyself

Step #2 Create A Dynamic Personal Brand

Step #3 Integrate Core Values Into Your Work

ABOUT THE AUTHOR


Michael

 
Two things in my DNA lead to a career in sales. My curiosity and my love of building relationships with quality people.

I believe the best sales organizations invest in the development of their people. You improve the sales process when you improve the people involved. I have seen firsthand sales organizations that did not believe in the professional and personal growth of their people. The result? Friction, confusion and underperformance.

Consistent sales growth is one of many challenges a business faces. In my role as a consultant I have the opportunity to dig deeper to uncover issues related to strategy, communication, and professional development.

To quote Daniel Pink; "we are all in sales now." My promise to you is to develop the people in your organization who serve your customers. It's no longer just the Sales Department. Your sales strategy must be crystal clear, and communicated respectfully throughout your entire organization.

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