At the same time, it is work, lots of work. Nor is it a get-rich-quick scheme. A career in soft sell sales offers a lifestyle of hard work rewarding success with much more than money.
Identifying your ideal customer profile takes digging into your records and analyzing them. Developing the understanding of your customers so that you can relate to prospects’ concerns honestly takes research, thinking, and listening. A life worth living in sales takes time and effort, study and practice. It’s my passion that makes it enjoyable.
I really agree with Randy Pausch in his chapter “The Friday Night Solution” The Last Lecture, when he praises hard work, “As I see it, if you work more hours than somebody else, during those hours you learn more about your craft. That can make you more efficient, more able, even happier. Hard work is like compounded interst in the bank. The rewards build faster.” (p. 156)
I got to hear an example of the rewards from years of hard work recently. I was listening to a client’s sales team as they practiced role playing. The “customer” said something that immediately flagged my attention. “What did he mean by that?” I wondered. The “sales rep,” who is actually very good, missed it. I was intrigued because until I observed their role playing, I had taken for granted my skill at listening. The “sales rep” reminded me of how far I have come in this particular ability. I can appreciate now that I have had years of training and years of practice to be able to automatically recognize something this “customer” revealed that needed to be probed deeper.
Experiencing sales as fun, fulfilling, and mutually rewarding is the gift you give yourself for persistence, for all the hard work to make handling sales calls flow smoothly. Find your passion because it makes the long hours invested to learn, to practice, and to visualize possible. The joy experienced from making a connection with your customers pays you back for the time and effort to develop the sense of curiosity necessary to build relationships. As the saying goes, hard work is its own reward — it is when it’s invested where your passion lies.
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.
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