Take a moment and think back over the last few days. Did you find yourself putting a business related case across to your colleagues? In a negotiation with an investor or supplier? Or possibly convincing your kids to eat their meals?
The chances are that you have been involved in some or all of these situations, so if I was to suggest that this means you’re effectively a salesperson you would probably reject the idea.
Hold on though, could it be that you do so because your ideas about what it means to be a salesperson are constructed from assumptions and perceptions that really no longer exist? Certainly, I meet a number of people in business who say something like “Of course, I don’t really need to sell.” Perhaps their idea is that to qualify as a salesperson you need to be a slick talking, deal making individual who leaves behind a win/lose experience.
Daniel Pink in his 2013 book ‘To Sell is Human’ puts forward the idea that in the modern world, with its abundance of information and choice, we are all in sales. However most people are stuck with outdated view of what that means.
Being successful in sales in today’s world is built around establishing greater levels of trust and mutually beneficial ‘business partner’ relationships, requiring skills in emotional intelligence, insightful questioning, attitude development and behavioural discipline to name but a few.
Think again, could your ideas on selling be a bit out dated? If you haven’t read Pink’s book I’d recommend you put it on your list, if you have, let us know what you thought.
Gary McKinney runs Sandler Training in Yorkshire, based in Leeds, helping business owners regain control of sales and achieve significantly improved sales results.