Sales Can Provide a Great Life as Well as Great Income

By John Aberle | Business Lifestyle

Feb 20

Becoming a Servant Salesperson Made Life Rewarding and Enjoyable
Selling is one of the most challenging professions imaginable. And yet for over 25 years I have loved every day of it, especially once I learned to become a “servant salesperson.”

Sales Involves a Bit of Detective Work
If the challenges are so great, why did I stay in this profession for so long? First off, I wanted more out of life than most jobs could give me, like control over my time and income. But along the way, I found that I really love selling — true, it normally provided me with an above average income; however, I enjoyed the people side of the business. There’s an element of being a detective involved in many of my business-to-business sales because I had to find out what was really important to them.

You’re Not Always the Most Important Person in Their Lives
Sometimes I found that my products or services were important, just not as important as something else at that moment. If they couldn’t pay the rent and payroll that month, I don’t care how much they wanted to upgrade their computer system to mine, they were not a prospect at that moment. On the other hand, if you could straighten out their cash flow or provide a business loan, you would have had their attention.

The Key to Selling Is Understanding the Customer’s Wants and Perceived Needs
Before I could serve them, though, I had to understand what their problems were well enough to see how my products could help them. I also had to know my products well enough to tell when they could do what my prospect needed and when they couldn’t. To get to the core issues, I learned to ask questions that got prospects to talk. I took notes. And I told them what I was hearing them say and asked for confirmation or correction. And when I was really in the zone, I would find out their real, underlying motivations. Because I did not try to channel them down a chute for the slaughter, we became a team seeking to improve their lives by solving a frustrating problem.

Customers Only Care about the Benefits to Them for Buying
People want to buy. There is something in human nature about that – I think it may be the “shopping gene.” However, we want to buy what benefits us most at the moment. Focus on answering “What’s in it for me?” When you earn their trust enough that you are now a partner to help them get what they want and feel they need, your sale becomes a cooperative effort. I’ve had customers tell me what we needed to do to get a purchase order approved. In one case, it was having a couple spare computers in place as loaners.

Selling as a Service Creates a More Rewarding Life
When you focus your sales efforts on service, life becomes richer. You expand your horizons. You come to enjoy sales calls because they offer the opportunity to make friends and to learn something new. You find yourself less nervous because you aren’t focus on you and how people are seeing you. People love being around others who care about them and who can help make their lives more pleasant and rewarding.

To Have a Full Life as Well as a Career, Help Customers Buy
So to have fun selling, master the servant salesperson style. Learn to focus on the customers’ needs not yours. Listen first. Ask questions to be sure you understand. Be sure you have the solution they want and feel they need. Then help your customers buy. Not only will you become successful at sales, making an exciting income, but you will have intangible rewards, like the job satisfaction many never find in sales. Your life will expand from all you learn from your customers. And you will gain repeat business, making your life less stressful.

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About the Author

My first Kindle eBook, How Relationship Selling Rewards Small Businesses, went live on April 24, 2012. https://amzn.to/2BaP2AH 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.