When it comes to sales, the best place to start is to sell what you love. I should know – that’s how I became a successful entrepreneur. I started my first business when I was just 22 years old. It was a small online store selling vintage clothes and accessories. And it did pretty well!
But after a few years, I realized that something was missing. I wasn’t passionate about fashion anymore; I had grown tired of it completely. So even though my business was doing okay, I knew it wouldn’t be sustainable in the long run unless I found something else to sell – something aligned with my values and interests. This changed everything for me.
This blog post tells you everything you need to know about the “sell what you love” idea:
The “Sell What You Love” Idea
If you want to succeed in sales, you need to be passionate about what you’re selling. People can tell when you’re not genuine, and they’re not going to buy from you if they don’t believe that you believe in what you’re selling.
Find something that you’re passionate about and use that to fuel your sales career.
The other day, I spoke to someone who recently had to take on a salesperson role.
They were very quick to tell me how they could do a great job because they love what they are offering.
What a quaint thing to say, but they couldn’t be more wrong.
I was quick to congratulate my colleague on their new job. However, I couldn’t help but think about the implications of their statement. They said that they loved the product they were asked to sell. And while that’s great, it doesn’t consider a key point.
Their response showed they loved the products they were selling but missed an important point.
A sales rep may like what they sell for a few very good reasons, but if they encounter a customer who doesn’t share those same reasons, it could result in lost business. It’s important to see things from the customer’s perspective and understand why they might not be interested in the product or service. Only then can the sales reps adapt their pitch accordingly.
Chances are, a sale will not be made. It is important to remember that when we love something too much, we become fixated on why we love it.
Sales is not about selling what we love. It’s about finding ways to help people, which is a big difference.
If you’re not passionate about helping people and showing them how your product can improve their lives, you’re not selling. You’re just taking orders.
Sales is about helping customers, and that might mean you’re selling them something that isn’t your favorite, but if it helps them, then that’s all that matters.
My insight into you is that if you are primarily focused on being passionate about what you sell or that you enjoy what you do, you will help far fewer people than you should be.
You’ll also be underperforming for your employer if you’re not maximizing the profit potential of what you’re selling.
Sell whatever you love, as long as you are first focused on helping your customers.
Here are some tips that will help you make more sales:
Love Your Product
Sometimes, it might be easy to love the product you sell at times in your career.
For example, you might have started as a customer. This means that you can talk about it firsthand and provide insight to customers about key features and how they could customize it.
Other times, the product may be universally enjoyable to use or own. It could be a gadget with interesting functionality or something you’d enjoy, like a house or luxury vehicle.
It doesn’t always mean you will make sales or reach your quota. But it can make you more persuasive when you are in front of customers, speaking to them over the phone, or writing an email.
There are likely other sales jobs where you are not the target customer. You might find the product difficult to operate. It might not be as well-marketed as products similar to yours.
These situations are not to be taken lightly. Even if the product you are selling isn’t inspiring you, there are still other types of love you can offer.
Selling is all about appealing to the heart and appealing to the head.
Your customers must be convinced to buy based on rational arguments. No matter how many facts and figures you present, your customers must feel that you believe them.
Although many brands emphasize the importance of being authentic and genuine in marketing, sales is where those qualities can make a difference.
Customers can tell if a rep doesn’t love their products.
It could be characterized as a lack of energy, a tendency to be vague on details, or simply a talk so exuberantly that it raises suspicion.
Customers don’t simply decline to purchase when this happens. Customers will often shop elsewhere and tell others what they perceive as a con job.
Love The People or Groups You Serve
Imagine that you are selling an appliance or tool targeted at single mothers. Speaking enthusiastically about the product might seem a stretch if you are a married man without children.
You may find fulfillment in serving the women you serve. A single mom may have raised you, or you might know someone whose life could be improved by the product.
This is true for products targeted at certain sectors, such as healthcare. Your product may help save lives or take care of patients.
Some communities are based on roles like lawyers. Their purchase and use might help them pursue justice for those in need.
You’ll be a better representative if you love these communities or learn to love them.
Love The Problem That Your Product Solves
If they work as advertised, most products and services address one or more of these three things:
- They can save time.
- They can save money and time.
- They assist people in finding the answer or learning something they need.
These pain points can often be a long-standing problem in the community you serve. People can be frustrated for years and have had to find solutions or endure the consequences of their inability to overcome the problem.
You might find that you love helping people solve their pain points by selling products and services. You will become an expert on why these challenges are so difficult or neglected by other companies.
Nothing is more satisfying than seeing someone’s relief when they realize that a long-standing pain point has been removed. It would help if you considered this when you present your business case to convince them to buy your product.
You Are A Valuable Resource to Your Community.
Selling is more than transactional. It’s a form of relationship building. That’s why we have the “R” in “CRM.”
There are many ways to provide value to your customers as a rep. Although there is direct value in offering a lower price, it all depends on the product and how the company produces it. As a trusted advisor, you can not only pitch a product but also share best practices on how it is used in different contexts.
It’s also important to help customers arrange the installation or deployment. You can also introduce them to subject matter experts within the firm or other peers from your existing customer base. You can even offer thought leadership by sharing videos, guides, or other content that will inspire and educate customers beyond the product itself.
Is Selling Something Anyone Can Learn?
Of course. It takes practice and the willingness to work on and refine your technique until you perfect it.
In his book How to Sell Anything to Anyone, author and “World’s Greatest Salesman,” Joseph “Joe” A. “Girard” emphasizes that those who excel as salespeople do not view their interactions with customers as one-off transactions.
You’re more likely to be successful when you understand that selling is a continuous process and not just a one-time transaction. Seeing selling as a process instead of a single event will help you achieve your goals.
How Do I Get Better at Sales?
The ability for anyone to sell something boils down to understanding your buyers and using the proper techniques to reach them, whether online or off.
Different channels and technologies can help you be more effective in sales by informing the tactics your team invests in. By crafting a sales strategy, you can ensure everyone on your team is on the same page and knows what needs to be done to close a sale.
Selling what you love is something I can get behind! If you’re looking to make a sale, finding a product or service that aligns with your values and interests is the best place to start. Then, you can turn your passion into profit. Do not forget to focus on your customers too. So what are you waiting for? Start to sell what you love today!
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