Regardless of the company you work for
or the products/services you sell, have you ever asked yourself why people buy
from you? This is a question I often challenge my team members and sales
clients with and the answers can be telling.
One of the more common answers I hear,
which unfortunately comes from a very average sales person, is that the
customer/client has no choice. They are an assigned rep and the customer/client
needs their product/service. On the opposite end of the answer spectrum come
responses from the ‘A’ level sales person – they buy because of me.
Over time sales people need to be
reminded, or remind themselves, that they are the reason why their
customers/clients buy. This is an empowering moment in ones sales career, when
the light bulb goes off, and you realize you can control your level of success.
That’s right, people buy because of YOU, which means YOU and YOU ALONE can
guide your career path.
We are approaching the Thanksgiving holiday
season and I often use this as a reflective period for myself. The end of the
year will soon be here and I am examining how I’ve done in business. Have I
achieved my goals? Have I been able to increase my compensation due to my
direct sales performance? Am I prepared for the calendar to move one year
ahead? Have I left any opportunities on the table, and if so, why? Have I been
the best sales person I can be for my clients and my company? And, why did my
clients ultimately buy from me this year?
This reflective period and these questions
often shed light on who I am as a sales person, as well as who I am as an
individual. Often I’ve referenced how the ‘A’ level sales person make sales a
part of their life, not just their career choice, and so I believe the answers
to these reflective questions define who I am not just how I sell.
As we move closer and closer toward the
holidays and the end of the calendar year, I challenge you to ask yourselves
these questions. Your goals should be simple: your customers/clients buy from
YOU because of YOU. Once you achieve this level of success, you are well on
your way to staying an ‘A’ level sales person for your career.