Be honest...
- Scott James Purves
- Mar 7, 2024
- 2 min read
That piece of tech you have to sell day in day out - it’s not your passion.
You feigned enthusiasm at the interview because you needed the job.
Fresh out of Uni, with no idea what you wanted to do, massive student debt…
But that sales role with an OTE of £42K in your first year, age 23? Yes please.
You didn't even need any qualifications aside from your degree…& that was in biochemistry.
You've gone through a 2-wk onboarding program.
You know all about the product.
But it's not your dream.
You'll do this for a while, clear some debts, then work out another path closer to where your passion lies...
If this is your mindset, you’re destined for mediocrity
You’ll be miserable & will probably live hand to mouth each month.
The only people who are truly passionate about that tech widget are the guys who invented & built a company around it. Or senior management driving forward corporate strategy.
If you're in sales, you need to stop obsessing over the product.
Don’t get me wrong - I don’t mean not believing in what you’re selling or knowing its functionality.
That's a given.
But too much product obsession will ensure you’ll become a pitch-slapping, commission hungry, sales pest.
And as a result, prospects will shut down and keep conversations surface level.
You can’t sell to that.
Instead, become passionate about psychology, communication & business acumen...because that's what sales is.
Unless you’re very niche, I guarantee there’s another 50 companies selling the exact same thing.
So, master the art of communication, develop your business acumen, and see the product you’re selling as the vehicle upon which to hone your skills.
Imagine being able to understand what makes different people tick - from that ball-breaking CEO to the analytical CFO - so you can adjust your approach & win a lot more than you lose.
How to get into the psyche of your prospects, to make them feel comfortable & to open up.
A place where they look at you - not as a salesperson - but as a potential partner.
To be treated as an equal because you know exactly how to communicate, and how to identify & solve business problems.
Where you demonstrate your expertise & credibility...positioning to you as the natural choice .
As opposed to doing what every other salesperson does – relentlessly pitching product & making people feel uncomfortable.
Chasing prospects within an inch of their lives or discounting by 30% just to get a deal over the line because the only differentiator you have is price.
It's not what you sell - It's HOW you sell.
And what you’re selling is a better outcome with minimal risk.
Selling is a skill & to master it requires hard work & commitment.
It’s where your potential power is - so make that your passion.
The results will take care of themselves.
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