Issue 42.

Do you want to speak to a salesperson?

No?

Me neither.

Why is it that our industry has this image?

That we don’t want to speak to salespeople.

I think we know.

It's because salespeople sell stuff,

and the reality is we want to buy stuff on our own terms,

not be sold on their terms.

When you want something, need something,

or have a problem you're not sure how to fix,

there's probably a product or service that can help.

If that product or service helps, surely, you'd want to know about it.

That's where great sales should be.

Salespeople figuring out the need and want from the customer,

listening to them,

then presenting to them,

and if they want it, they will buy it.

But all too often, sales have it the other way around.

We talk about our product or service,

we push the features for an end goal that is ours, not theirs.

And that's the wrong way round.

It's not about what the salesperson wants.

It's not about them hitting the target & hitting their quota.

That's not the point.

The point is that someone out there needs something,

to get them to where they want to be

And we can help them.

How amazing is that?

Let's reframe the question.

Do you want to be somewhere you want to be?

Of course you do.

Do you want to speak to someone who can help you get there?

Of course you do.

Salespeople of the world,

let's reframe our brains.

Let's stop with this product-pushing,

"Let me tell you about me" scenario.

And let's do what we were always meant to do:

help someone get to where they want to go,

by listening to them.

and when our product fits, by all means,

do our best to get them to buy it from you and not the other salesperson.

That's your role to be in the right place at the right time.

To help the customer get where they want to be.

Sales.

Best job ever.

Ned

Content of the week:

Getting the basics right in sales is so important.

I made this video just to go over how I think about sales,

and it really puts some of the building blocks in place.

I hope you enjoy it over the weekend, watching 😊