Producing results is more interesting than selling. The outcomes produced after someone buys are infinitely more interesting—and more fulfilling—than the sale itself. You don’t get accolades from your client for having won their business. You get accolades for producing results.
Helping people move their business forward is better than selling, too. The ability to help someone generate a result that improves their business is better than selling. Your clients don’t refer to you as a trusted advisor because you are a salesperson. If they call you that, it’s because you earned it by helping them improve their business. If you earned that title, it is because you cared, a lot, about them.
Caring enough to help other people solve problems is always personally rewarding. In sales, it’s also professionally rewarding. One of the best parts of selling is using your resourcefulness to generate breakthrough ideas. One reason to build your resources and business acumen is because you care about the people who are your clients. You see them as more than clients. You see them as people you want to help.
Developing yourself personally and professionally is a byproduct of sales. It very well may be the very best part of selling. Selling requires more of you than most things, especially when it comes to being accountable for results. That growth prepares you to be successful in other areas of your life. Undoubtedly, it is one of the best parts of selling.
The chase is exciting. The struggle brings out the best in you. And, there is nothing like winning a hard-fought battle (especially a competitive displacement). But the goal of selling is helping your clients produce a better result than they could produce without you. Getting better results for them is what proves that you care. It is what makes you a trusted adviser. That is the best part of selling. It’s why we sell.
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Filed under: Sales Knowledge