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When
Sales Is A Passion
By Tom Reilly, author of Value-Added Selling (McGraw-Hill, 2003)
A recent study of working people found that one-third work
for the money; one-third work to advance their careers; and one-third work
because it's their passion or calling. In a parallel study of salespeople, it
was discovered that one-third of salespeople work for the money. It's reasonable
to infer that one-third work for the passion of selling.
This begs the question: When is sales a calling? When salespeople buy into the
idea that they are a part of something bigger than themselves, it paves the way
for them to recognize the broader purpose of what they do for a living.
Professional selling is more than moving a product. It's more than making a
deal. It's more than collecting a pay check. The broader purpose of professional
selling is making a difference in your customer's life. Granted, salespeople
sell products, but they serve people. And yes, the rewards of that service are
great in terms of income.
Albert Einstein said, "Try not to become a man of success, but rather try to
become a man of value." He got it. If you become a salesperson of value, you
will succeed. If your primary focus is to make a difference for your customers,
you will make all the deals you can handle. If serving is your passion, you will
sell plenty of products. A salesperson of value values the impact he or she
makes on the customer's world.
Dr. Wayne Dyer, prolific author and philosopher, has great advice for
salespeople--fall in love with your product or service and then sell what you
love to your customers. Passion sells and enthusiasm is contagious. Focus on
your customer's success, follow your passion to make a difference, and you will
enjoy all the success you dream of.
What are you reading this year to increase your professional knowledge?
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