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Selling is a Profession

Posted on: December 23

Author: Admin
Selling is a Profession

December 23, 2008Selling is a ProfessionA critical and often overlooked element of your attitude is to always remember that you are a professional. After all, sales is a profession. What do most people think of when you say the word "salesperson?" A few words come to mind:- Pushy- High pressure- Conman- Charlatan- Cheat- Dishonest- Crooked- Twist your arm- Make you buy- Say anything to get the saleIt's true that even some salespeople would describe sales using these words. That is because some salespeople are all of those things!Salespeople in general have a bad image, frankly, because there have been so many bad ones. A professional attitude will set you apart. You can change the image of the pushy, plaid-suited, greasy salesperson. Make up your mind that you're going to be proud you're in sales, and then act like it. It is impossible -- yes, impossible -- to give a great presentation when you don't believe you are a great professional salesperson.Robert Louis Stevenson said we all sell something -- a product, an idea, or a service. The best attorney is the best communicator, not the one who knows the most law. The best preacher or priest is the best communicator, not the one who knows the most about the Bible. The best teacher is the best communicator, not the one who knows the most about the material he or she is teaching. At the primary level, sales is just effective communication.Some of the most successful people in every profession got their start in sales:- Harry Truman, U.S. President -- Sold Men's Clothing- Billy Graham, Evangelist -- Sold Fuller Brushes- Carli Fiorina, Former CEO Hewlett Packard -- Ma Bell Salesperson- Ken Starr, Prominent attorney -- Sold books door-to-door in college- Rick Perry, Governor of Texas -- Sold books door-to-door in college- Mark Heard, CEO of Hewlett Packard -- NCR Salesperson- Bruce Henderson, Founder of the Boston Group -- Sold books door-to-door in college- Greg Daily, CEO of iPayment -- Sold Christmas treesThose are some of the most successful leaders of our time, and that's just a short list of the greats who got their start in sales -- be proud you're in that fraternity.Don't Be Afraid of ChangeFinally, part of your attitude should be a willingness to accept change. All great salespeople must be willing to accept change. Who Moved My Cheese is an excellent book that explains this principal. In the book, Spencer Johnson discusses the three stages of change: preparing for change, gaining "change skills", and achieving a change. I recommend the book; it's a fast read.Charles Darwin said in his classic, The Origin of Species: "It is not the strongest of the species that survives, nor the most intelligent, but the ones who are most responsive to change."Throughout my career, I've witnessed many salespeople fail because somebody "moved their cheese" and they refused to change. The only thing constant in a vibrant, free market economy is change. As a salesperson, you should embrace change, love change, and realize that it is change that gives you new opportunities. Without change in the marketplace, there is no new opportunity. If a caterpillar becomes a butterfly and an ugly duckling becomes a swan, then think of what change can do for you.To Your Success,Tom

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