Getting Motivated Was a Challenge
When I started out in sales, I found that getting motivated to do the things necessary for success was often a challenge. If you’ve been in business-to-business sales long, you know that you have to do a lot of things that most sales people don’t like, such as prospecting, follow up, paperwork, and problem resolution. There’s a lot of unpleasant grunt work in the job of selling. How do you find the motivation to put in the time for the rewards of making the sale?
The Thrill of Working with Prospects – the Thrill of the Sale
For me, one of the rewards was the thrill of working with the prospects and customers, the actual person-to-person contact and interaction. Naturally, the biggest reward was getting it right so that the customer chose to buy. But between the initial contact and the opportunity to share my excitement about how I could help, there were a lot of dull tasks to perform. Stay motivated was my challenge.
Passion Was the Key to Motivation
I found that passion was the key to motivation — loving what I was doing makes all the difference in the world. Every job in this world has its less than pleasant aspects. Have you ever heard of a parent who really loved changing baby diapers? It goes with the job of being a parent. But the love and joys of parenthood keep you going.
I Must Believe in the Benefit
For me, being in sales is like that so long as I have a product that I’m passionate about. Because I love helping people, I must believe that what I’m selling will benefit my customer.
Benefit Means Fixing the Problems
I find that belief by learning how my product or service works well enough to be able to apply it to customers. I never needed a technician’s level of expertise or a trainer’s. But I did need to understand the operation well enough to talk knowledgeably with prospects and to recognize when they mentioned a problem or challenge they were facing that my product or service would fix. Then I knew the benefit.
This Passion Doesn’t Need to Be Earth-Shaking
This passion doesn’t need to be earth-shaking, like saving the rainforests. It merely needs to be something I care about. When I first started selling computer hardware and software with Radio Shack Computer Center in West Covina, California, I fell in love with word processing. I had used typewriters for years only to be frustrated by mistakes. I hated retyping a whole page. In the Air Force, after duty hours, I could use the squadron clerks’ typewriters occasionally. They had IBM Selectric’s with the lift off tape. But no matter how hard I worked to roll the paper back up and line it up, I rarely managed to cleanly lift off the offending typo.
In Love with Word Processing
So, when I discovered that computer software meant I could write on a screen then proof it before I printed, or I could print, go back to the saved document and make changes then print again, I thought I was in heaven. I definitely was in love with word processing.
I Sold on the Fire of My Enthusiasm
Nobody had to tell me about the benefits of word processing. I knew them first hand. I sold on the fire of my enthusiasm. Prospects believed me because I understood the problems and could describe the difference my products and services, like training, could make.
Passion Motivates and Leads to Success
If you want to succeed in sales, be sure to tap the power of passion. Do what it takes to become enthusiastic about what benefits your products and services bring your customers. Your passion will motivate you to deal with the boring details of sales work, customers find enthusiasm contagious. It was this passion, excitement, and enthusiasm for what my products did for my customers that enabled me to become one of the top computer sales people in the region, earning me a promotion that bypassed a step in the normal career progression.
My first Kindle eBook, How Relationship Selling Rewards Small Businesses, went live on April 24, 2012. Until June 11t, 2012, it is available at its introductory rate of $.99. I've lived a lifetime of service and spiritual search so it's natural for me to incorporate these attitudes into my work. I believe that selling and marketing are spiritual service when done with a heart-centered, relationship selling approach. All of business success comes down to building strong relationships.
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