How to sell like you mean it.
By Brian Sullivan
Alright, gather around, let’s get this out of the way: “I am a salesperson.” Feel that? That’s the sound of shackles breaking. For too long, we’ve tiptoed around our titles, cloaking ourselves in innocuous labels like Sales Associate, Solutions Consultant, and – my personal favorite – Relationship Manager. As if managing a CRM pipeline is akin to handling dating advice!
But here’s the deal: we are the heartbeat of commerce, the maestros of the marketplace, the dynamos driving the economy. So why not embrace it? Let’s ditch the apologies and own our role with a dash of pride and a pinch of swagger.
The psychological swagger of selling
Imagine this: You strut into your day with the mantra, “I am a salesperson,” proudly emblazoned in your mind. This isn’t just a morning affirmation – it’s your war cry. Embracing this identity shifts your mindset from the underdog to the alpha dog. You’re not just participating in the economy; you’re leading it.
This mental shift isn’t just about feeling good; it’s about performing good – scratch that – great. Social psychology tells us that confidence can influence perceptions dramatically. Approach your sales call like you’re apologizing for existing, and guess what? No one’s buying what you’re selling. But step up with the confidence of a rock star entering the stage, and you might just have them waving lighters (or credit cards) in the air.
Confidence: Your secret sales weapon
Here’s the kicker: Confidence in sales is not about being smug. It’s about believing in the cosmic importance of what you’re doing. Every widget you sell, every service you provide, is changing the world incrementally. And that’s not sales puffery – it’s fact.
When you’re confident, you don’t just speak; you resonate. Your body language sings harmony to your words, and your voice pitches the perfect sale. And let’s talk about the self-fulfilling prophecy – believe you’re a sales legend, and you’ll act like one. You’ll prep like a boss, handle objections like a lawyer, and close deals like a Vegas card shark.
Stop apologizing, start mesmerizing
Why do so many sales calls start with an apology? “Sorry to bother you, but…” But nothing! Every apology is a speed bump in the race to a close. Flip the script. Start every interaction with the assumption that you are about to offer extraordinary value.
Try kicking off with, “You’re going to want to sit down for this …” It’s not just intriguing; it sets the stage for a blockbuster revelation. You’re not a nuisance; you’re the highlight of their day – maybe even their week if you’ve got your sales charm dialed up to eleven.
The fun side of sales
Here’s where it gets really fun. Embracing your identity as a salesperson allows you to infuse creativity into your pitches, playfulness into your presentations, and a little bit of theatrical flair into your negotiations. Ever thought of sales as performance art? Well, start now. Every call, every meeting, every handshake is your stage. Own it.
And let’s bust another myth while we’re here: Sales is all about numbers and targets. Sure, those things matter. But at its heart, sales is really about human connection. It’s about reading a room like a psychic, tuning into unspoken needs like a therapist, and delivering solutions like a hero swooping in just in time to save the day.
Selling with style
The truly unapologetic salesperson knows that their job is not just a job – it’s a lifestyle. It’s about crafting stories, igniting passions, and sometimes, yes, making dreams come true. Think of yourself as a corporate matchmaker: You’re not pushing products; you’re creating perfect unions between needs and solutions.
So the next time you pick up the phone, hit the road, or fire up a Zoom call, remember: You are the coolest person in the room. You bring the solutions, the energy, and yes, the indispensable flair that makes business happen.
In conclusion, throw out the old playbook that says you need to be apologetic or subdued. It’s time to be bold, be proud, and maybe even a little cheeky. After all, in the grand theater of commerce, the salesperson is not just a participant but often the most memorable star. Shine on, you crazy diamond, and sell like everyone’s watching – because when you do it right, they definitely will be.
Brian Sullivan, CSP, is the founder of PRECISE Selling and a leading voice in the field of sales training and development. He believes in the potential of every salesperson to achieve their best and continually challenges sales professionals to reach new heights. To have Brian Sullivan or one of his stable of trainers and coaches help your team get to the top, visit him at preciseselling.com