Sales Isn’t Sexy

Business owners talk to me about marketing. They hardly ever mention the word sales. My experience is that we quite often need to discuss sales instead of marketing because it the selling process that is holding them back from reaching their goals – their sales goals.

These companies always tell me they have sales goals but that is the only time the word sales gets mentioned. Then it is back to marketing.

Why is that? Well, marketing is sexy sounding. Think Ad Men. And, besides, they went to college and got a degree in marketing – not sales.

Sales conjures up visuals of used car sales men wearing plaid or Danny De Vito in Tin Men. Not sexy at all.

Here are some other reasons many business people like to talk marketing instead of sales. 

  • Most people don't know how to sell. Even many people who call themselves salespeople don't do a very good job at it which is why there is so much turnover.
  • Selling means facing rejection which isn't something that comes naturally to most of us. 
  • There are lots of books and information about marketing much of which resonates with people.
  • On the other hand, sales books and education tends to focus on tactics which feel like (and are like) manipulation which then turns people off to the idea of selling.
  • Marketing isn't especially measurable.
  • Sales is measurable which means you can't hide behind smoke and mirrors.

So, how do you learn how to sell if you've never done it and you don't know where to start? First, forget about tactics. Start focusing on the customer and prospect. You need to focus on providing value while building trust. You can't do that if you make the sales process all about you. There are lots of ways to build value and trust. We'll talk about that tomorrow.

Thank you to all the people and friends who wrote or called over the last couple of weeks concerned about my health and the state of our home from the storm damage. My carpal tunnel problem is much better and I can resume typing. With contractors and painters all over the house, Joann and I took time off to visit family and friends in Pittsburgh and Ohio. I very much appreciate your kind thoughts and well wishes!

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People do business with people that they know, like, and trust. Since we can’t pick or choose the “type” of person we are most likely to trust and like right away, we need to learn how to effectively with everyone’s personality style.” Learn how in this report and start increasing your sales right away!

Selling To The Four Personality Types

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