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A few days ago I was talking to a person who suddenly found themselves in a sales position.

They were quick to say how they would be able to do the job well, because they really love what they are selling.

Oh, what a quaint thing to say, but oh how wrong they are in saying that.

Yes, I was quick to compliment them and wish them well in their new job, but at the same time I couldn’t help but think about what it was they were saying.

Their comment meant they themselves loved the product they were being asked to sell, and although that sounds good, it misses out on a key point. 

A salesperson may like what they sell for a few very good reasons, but what happens when they encounter a customer who doesn’t like the product or service for the same reasons the salesperson does it?

Chances are there is not going to be a sale made.  When we love too much what we sell, we become fixated on the reasons why we love it.

Sales is not about selling what we love. It’s about loving to help people and that is a big difference.

If you don’t love helping people and showing them how what it is you sell will help them, then what you’re doing is not called selling.  I’ll argue what you’re doing at that point is merely taking orders.

Selling is about helping people and that means you might be selling something you don’t like, but if it helps the customer with the benefits they’re looking, that’s fine that you don’t like it.

My insight to you as a salesperson is that if you are focused primarily on the fact you love what you sell, you’ll help far fewer customers than you should be helping.   You’ll also be under delivering to your employer, because you won’t be coming close to maximizing the profit potential of what it is you are selling.

Go ahead and sell what you love, as long as your first love is helping customers.

Copyright 2012, Mark Hunter “The Sales Hunter.” Sales Motivation Blog.

 

 

 

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