“I love it she said, but they want me to sell it to people in the health club. In fact they want me to interrupt people who are working out and tell them about the personal training program.”
So what’s wrong with that I asked?” To which she replied, “I don’t want to bother them!”
I started thinking, how can someone love what they do and not want to share it with others? Have you ever seen a movie or read a book that made you so excited you had to share it with others? Did you worry they “wouldn’t buy it?” After you explained the movie all your friends wanted to see it. Why, because you weren’t selling the movie, you were selling passion and excitement.
I asked if she thought what she did was important, to which she again replied, “Of course I do .” She gave lip service to her passion, but somehow the possibility of connecting her passion with others didn’t exist.
Many salespeople are under the misconception that sales is about getting someone to do something or buy something because the salesperson wants them to. In this day and age, do people buy because the salesperson “makes wants them to?” I don’t think so.
No wonder salespeople don’t like selling; of course they feel “pushy.” Frankly, I think they have it all wrong.
When you believe passionately about your service or your product, why not share it with the world? If your service can change a life, unleash a passion, or build self-esteem why not share it? Maybe it’s not about selling, maybe it’s about “connecting” with others. It’s not about the product it’s about self-understanding and an ability to connect with another human.
Maybe people just don’t understand why people buy. People don’t buy because the product is irresistible, they buy because it feels a need in their soul or in their life. My friend was telling me about Oprah Winfrey attending one of Tony Robbin’s events ;while she’s there she does the unthinkable, she walks the hot coals. Despite all her experience and self-understanding, she feels that walking the coals will do something for her her life.
How does this happen? Something that Tony Robbins said sparked a nerve in Oprah, one that said, “there’s more to life than what you have.” (Now I’m projecting what I think was going on in her head.)
Would you have tried to sell Oprah a walk on hot coals? Would you have thought this was something Oprah would have considered or would move her soul? Not me; that’s why I’m not as successful as Tony Robbins, I wouldn’t have thought of calling Oprah! (Maybe I should go “walk the coals!”)
I’m sure Oprah didn’t do it because it was something to do; somewhere she made a connection with Tony which motivated her to take a risk. Tony’s passion and enthusiasm is catching, and Oprah caught it. Whatever he had she wanted.
Why don’t salespeople get it? Some of the people with the best products hold themselves back with silly statements like “I can’t sell.” I think the problem is how we train salespeople; we talk about “closing, getting people to buy, making money” instead of understanding their gifts, passions and value. According to the article on “value,” Steve Pavlina says that a speaker’s value lies in their ability to change the way people think in a very short period of time, sometimes permanently. That is a powerful statement. Isn’t this just another way to deliver the best customer service? Give the customer a way to get what they want.
Want to be a great salesperson? Instead of selling focus on believing in your value.
Lisbeth Calandrino is know for her passion and ability to transfer her passions to others. To get a taste of her passion, download her book “Brain Snacks” which is available as a free download for signing up for her blog.