Regardless of all the recent banter from people who want to avoid the term ”sales” in their title or on the business card, most business buyers still want to be sold to. Let’s be clear, they don’t want pushed, badgered, insulted, and told what to do. They do want to be encouraged, supported, listened to, and successful. If you believe selling is about convincing people to buy products they don’t need and can’t afford, please do the rest of us in the profession a favor and become a lawyer.
Some years ago I visited an old customer of mine. It had been over 10 years since I was his sales person. He used to buy from me and my company almost exclusively. While visiting with him, I discovered he had been purchasing a lot of the competitions products. When asked why, he answered, “They don’t sell to me any more, you used to work for my business, learned my business, and really invested time and energy helping me succeed.” “The people who followed you don’t do that and your competition got better.”
Respect your profession and your clients. Don’t be confused, they really know you are a sales person, even if you don’t have it in your title.
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