I know it’s an odd question to ask salespeople, but do you actually like ‘sales’ and selling?

I have asked groups this question, and when they feel safe enough to give me an honest response the general answer is no – most salespeople don’t like ‘sales’.

At least not what they think in their mind that ‘sales’ is and requires.

What Comes to Mind When You Hear the Word Sales?

When you hear the word sales, what comes to mind?

Negative words like:

• Manipulative
• Slimy
• Pushy
• Desperate
• Commission breath
• Selfish
• Discounts

(could keep going…there is a long list of negative words associated with sales)

Why Does Sales Have a Negative Reputation?

Why is that the case? Why would someone who is in a sales role, with the goal of actively getting people to buy, come up with a negative response?

Because sales is not a professional career/industry – there is no regulation, entrance exam, code of conduct, standards, or consequences for failing at your role (how can you be kicked out of an industry that has no standards?).

This article is not about the lack of professional structure in sales…but that is what leads to the feeling about sales and salespeople.

Imagine a world where dentists did not have to go to school, pass an exam, get certified, have insurance, etc? How do you think you would feel about dentists? (and keep in mind, most people don’t like going to the dentist as it is…just imagine an unregulated world of dentistry…that was similar to sales?)

Because anyone can show up and ‘sell’ things to people…it can be a positive or negative experience.

Two Types of Sales Experiences

Sales can be where the salesperson mostly cares about only themselves and making the sale is something that is done TO the other person.

Or it could be consultative sales with Authentic Persuasion – which is what the world is craving from a sales professional – is FOR and WITH the other person. It’s about being a Guide who is there to help the Hero (prospective customer) succeed in their mission.

The challenge is – do you know how to embrace that role? How to make the act of sales something that is a positive experience for everyone involved?

One that conjures a positive list of things like this:

• Help
• Guidance
• Wisdom
• Support
• Caring/Empathy
• Consultative
• Professional

That list could go on and on as well.

Redefining What Sales Means to You

If you are in a sales role, and you don’t like the thought of sales or doing sales things to people, I suggest that you look at what sales really means. Not what it feels like when bad salespeople do it to you, people you know, or to customers in bad sales movies and TV shows.

But rather, what it really means to be a sales professional, where you understand that sales = service, AND in alignment with your actions/mindset/words.

The World Needs Authentic Sales Professionals

The world really does crave sales professionals who will help them buy the right thing to move them to a better place.

Don’t let your past experiences keep you from being that professional they are seeking.

And don’t let your non-sales title (very few people in a sales role actually have ‘sales’ in their job title) hide the fact that you are a salesperson who needs to be an active participant in your prospect’s sales experience and journey.