Selling isn’t a comfortable gear for most people to shift into. For a lucky few it comes naturally, but if you’re not a born salesperson, you probably find the whole idea of selling yourself, your ideas or your products unsettling.
Why is this? For some people, it comes from an inherent distrust of salespeople and the scenarios and types of persuasive messaging associated with them. We’ve all been in situations with salespeople on the phone, in person or online that have been uncomfortable or annoying. But equally, we have all been helped by salespeople that have encouraged us to buy great products that we genuinely wanted or needed – the difference is we probably didn’t think of them as salespeople.
Whether your job involves selling products or not, if you don’t adopt a sales mentality, you’ll struggle to get what you want in business, your career and your life. We all know people who seem to get everything they want more easily than everyone else – most often these people are just great at selling. Whether that means shifting more stock, securing promotions, or even getting to choose which restaurant you meet them at.
Start by changing the way you think about selling in general. Let go of any negative perceptions you may have about the ‘S’ word. Remember that the people who make you feel uncomfortable or pressurise you into making a poor decision are not selling – they are bullying. For me, selling isn’t about persuading people to doing something that isn’t right for them; it’s about making a robust and highly-personalised case for all of the genuine benefits the buyer will reap.
Ultimately, at the sharp end of any decision, the person in the hot seat needs to be clear on the reasons to act and have confidence in you and your proposition. There’s no room for uncertainty at the point of closure – so you must be ready and willing to persuade. It’s time to start selling.