<p>Anyone who has ever been in business for themselves knows that sales are necessary for any entrepreneurial adventure. I don't think I am alone when I say that I am much better and much more interested in doing my work rather than trying to sell it to someone. Most entrepreneurs do what they do because they love it or have a passion about it and sales just don't figure in. While I have actively engaged in the grueling task of selling for years I have always considered sales a necessary evil in my day-to-day activities. </p> <p>I've been in business for many years and it's taken a long time for me to realize that my attitude towards selling had to change if I was going to be successful at it. I had to become ok with the idea that it was all right not to do every job that comes along. I needed to put less importance on making every sale when the opportunity availed itself to me. Making the sale for the sake of making the sale had to be put on the shelf and a more reasonable approach needed to come into play. I had to begin thinking long-term which meant that my temporary financial needs had to be of secondary importance to the clients needs. I had to understand that whether or not I made the sale that day, establishing a good rapport was much more valuable in the long term. </p> <p>So what did this look like in daily activities and what effect did it have on my bottom line? I had to ask myself if my services met the requirements that the client was looking for and are we a good fit for the job at hand. This meant that I had to be honest and consider the best interests of the client and I had to be comfortable telling a prospect that maybe I’m not the right guy for the job. I needed to be ok with referring the job to someone else who I knew could better meet his or her requirements. Putting the customer first meant that sometimes, I’d be left without a paycheck. I had to be OK with that. </p> <p>Now armed with my new attitude, a sales call became something else. It became a fact-finding mission. I was not there trying to manipulate someone into buying my services, rather, I was there to find out specifically what the customer wanted and see if my services and rates were a good fit for them or, do I refer the job to someone else. So what do I get out of this whacked out approach to selling? Although I don't always make the sale, I gain something much more valuable, trust and a possible ally, I might even become a trusted confidant, regardless we both win because we have established a good working rapport which is the basic building block for an effective business network. I’m convinced that handled properly I can always create a win win situation. It’s a slow way to go but it’s a solid foundation for an excellent referral base. </p> <p>I believe that long term relationships are self sustaining and produce repeated referrals as opposed to the quick sell, get em once and it's over type of routine. It prevents you from reinventing the wheel every time you turn around. It takes a long time and helps to build my reputation as an ethical and fair business owner. In the long run, I may never have to make a sales call again because my pipeline just might fill up all by itself through good old word of mouth referrals. I know that seems idealistic and today I still have to stir the pot on a regular basis by making frequent face to face contacts with new and regular clients. </p> <p>This new approach took the fear, urgency and desperation out of the sales call. It created an atmosphere that allowed a two-way conversation and created a comfortable exchange without expectations from either the client or myself. The goal of all my sales calls now are to find out what the needs are and try to create a win win situation for both the client and myself regardless of whether or not I sell anything. </p> <p>Sales calls are a necessary and inevitable part of any entrepreneurial enterprise. Your attitude about selling will do one of two things for you. </p> <p>1. It will prevent you from doing the things you know you need to be doing. </p> <p>Or </p> <p>2. It will enable you to do the things you know you need to be doing. </p> Look for a positive fun way to make your sales activities happen. Be willing to accept short-term sacrifices for long-term success. What was once work may become a pleasant fun experience. <p> </p> 2008-08-18T22:00:45Z -18.9021 344 1470 true 15 16348 making-sales-calls-fun-for-all 1 2008-08-21T17:34:25Z 2008-08-21T17:34:25Z

It's been said that you're either a salesman or you're not. How to turn an unpleasant task into a pleasant experience.

0 2009-02-24T09:45:36Z