Of all of the people that I have trained over my forty plus years, about 85% of them only had an interest in one thing. This leads to a frustrating career that is either short in success or emotionally unfulfilling.
The ones that sell because they enjoy interacting with people never make enough money to justify their effort. The ones that sell only to make as much money as they can find themselves always chasing the next conquest that continues to leave them on a tread mill.
A professional sales person must understand and buy into both reasons to be successful and satisfied. First and foremost, they must put their prospects’ interest ahead of their own and help their prospects choose the best solution for them. The second reason is just as important. A salesperson is a for profit entity. They must expect to be paid if they do their job and solve their prospects’ problem. They must always remember that there is no prize for second place in a sale. You either get the sale and get paid or you don’t.
This needs clarified. If you can’t help a prospect, or if you didn’t’ help them, then you do not deserve the sale. A professional salesperson will understand this and be grateful to have had the opportunity. This leads us into our next topic.
