I’m just off the ‘phone from a call centre for a well known domestic product here in the UK (I won’t name them but I’m really tempted to.) And you know what? All I can feel is for how much the poor guy on the other end of the telephone hated his job, hated the company he worked for, hated his product and consequently, hated his life.
So, here’s the first rule of selling:
- “If you wouldn’t buy it, don’t sell it”
If you want to get really good at this sales game, you won’t be able to achieve your goals if you are selling a product or service that you don’t believe in and wouldn’t be delighted to own yourself. More than that – you have to believe that to own a competitor’s product would be insanity! Even more than that – life without your product is unthinkable!!! UNIMAGINABLE!!!
You can either learn how to do this with your current product by using some NLP techniques that I’ll teach you about later, or you can go and evangelise for a product you already feel this way about. Either way, until you can get yourself in this state of passionate belief, you will never be the top salesperson in your company, far less in your industry.
Here’s an example of what I’m talking about.
I worked (briefly) for a big UK telecoms company and whilst some really good things came of the experience, I hated the poor service that the company provided its customers. Like a lot of huge companies who enjoy a market dominant position, customers were treated as commodities and actually as a nuisance (!) rather than the beautiful ambassadors they should become if nurtured with care.
And the really demotivating thing?
There wasn’t a darn thing I could do about it.
The company was simply too big, their cultures too ingrained, for me to bring about a positive reversal of their negative actions, assumptions and attitudes.
So, I left!
- People and organisations have to deserve your services.
That’s not being arrogant or big-headed. Companies shouldn’t even WANT
you to sell for them unless they believe you will passionately advocate for them and represent them brilliantly to their prospects.
Here’s a quote from Steve Jobs:
- “I don’t need smart people. I’m surrounded by smart people every day. What I need is people who are in love with Apple”
So, here’s the hook. Do you “own” the product you sell – both physically and emotionally? If not, why not? And if not, should you be selling something else? Or should you invest some time in feeling differently about your product?
Only you can answer that.
Did you find this article:
- Thought provoking?