Passion drives the sale. If you’re not passionate about what you are selling, change jobs. As I prepare for next week’s Venture Tech Network conference in Las Vegas, it occurs to me that no matter how great your questions are, your references, the technology you sell, or the team behind you, if you don’t look and sound enthusiastic, the sale is dead.
I was reading a book on Disciplines over the weekend which stated, “Only 10% of employees like their job.” 10%! That means in a group of ten people, nine don’t like what they spend most of their day doing. This is sad. How can these people perform at peak levels if they don’t enjoy what they do? In fact they can’t. The chapter went on to say that most employees are not performing well.
I can imagine that in a factory setting or some monotonous manual work regime, that the job can still be done with some level of quality, but not sales, and not marketing. If you don’t love what you sell, move on to something else. On the other hand, if you can find the excitement in what you do, attitude outsells skills and features every time.
How do you do this? In my coming book, From Vendor to Adviser, I talk about people groups; the importance of figuring out the people group you want to serve in the work you do. When you love the people you call on, work takes on a whole new meaning. When you see your people group’s situation improving because of the value you bring them, everything changes. Try this, stop focusing on the products you sell, and consider really taking an interest in the people you serve. Discover their needs at a personal and business level, and see how you can remove stress from their lives by improving how they conduct business. This brings much greater fulfillment than simply selling a widget.
© 2011, David Stelzl