The greatest satisfaction I’ve ever had in my sales career so far is when I’ve been selling solely due to the “WHY” I sell.
At the same time, the most difficult time I’ve had is when I’ve been focused on my own personal objectives at the expense of the customers to whom I was selling.
Early in my sales career, I remember making what at the time the largest single sales I had ever made.
I wish I felt the same way sitting across from the customer a month after the sale when he was now complaining about fees after his first statement.
What I had done was what I see as one of the ultimate sins a salesperson can do. I had mistakenly priced him wrong on the application. It was a ridiculous amount of money. I eventually got it straightened out but almost lost the account.
Today I find myself jazzed about sales because it’s not about closing a sale. It’s about creating a relationship and making a positive impact with the person I’m selling to.
The “WHY” of why I sell is to make a positive impact.
If what I’m trying to sell is not going to make a positive impact, then I’m no longer selling for the reason I want.
When people are jazzed about why they sell, it’s amazing what can happen.
When you enjoy what you’re doing, you see things differently. Challenges become opportunities you want to go after. The ability to help people becomes a rush that keeps you driving forward and doing it with enthusiasm.
Why do you sell?
I’m not saying you can’t make money by selling. We can make a lot of money selling when we truly are focused on the “why” of why we sell.
The money we make is merely the scorecard. It’s the reward for success. It’s the reward for helping people.
There are others out there who are professing sales is all about the money you make. I can’t do anything about what they choose to believe, but I can control what I choose to believe.
Happy Selling,
David
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