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Everyone Has a Part in Creating Opportunities for Their Organization
by Peter Rathmann on February 14th, 2012

It has become quite apparent lately that employees in non-traditional selling roles are being asked to help create more opportunities for their organizations. Attorneys, specialized consultants, sales support personnel, engineers, bankers, and traditional account managers, executive directors, and even board members are all attending meetings and being given new “selling” tasks….usually with a reply like “If I wanted to be in sales, I would have applied for it!”

Downsizing, budgets cuts, shrinking margins, shrinking markets, and changes in client buying behavior, and increased costs are finally leading organizations to realize that they have to pick up the phone, they have to go knock on doors, and they have to go out and build relationships in the community…..and guess what, there is no budget to hire someone specifically for “sales”.

Sales is not a dirty word

The stereotypical image of a used-car salesman is that he is a pushy, arrogant, egotistical dealmaker, and a bad dresser, to boot. Good sales experts are just the opposite of this clumsy, thoughtless, ugly stereotype. Think of a time when you left a selling interaction and thought to yourself, “That was a really good salesperson.” The positive attributes are universal:
• They listened
• Asked good questions
• Cared about me
• Gave me options to think about
• Was interested and genuine

Are these not the traits that we would all like to have and be known for?

Selling is not winning a deal at any cost, it’s being realistic

Selling is about doing what is best for the customer. It is always about creating measurable business results for the client. If you can’t help your clients with their business, you shouldn’t be doing business with them. Be willing to walk away from situations that aren’t right, and when you may not be the right fit for the client be willing to offer a referral to someone who has the expertise you don’t.

Sales success is about building and leveraging your relationships

You know lots of people from many different areas of your life. Consider your community groups, hobbies, volunteer organizations, sports, service providers, family, neighbors, and friends. The list goes on and on. Companies are asking you to leverage these relationships by finding out who these people know, what their network is, and who they might know that would be interested in what your company does.

You’re not asking your contacts to do business with you. You want to know whom they know and how and when they can refer you to opportunities in the market place. People are actually very delighted to help when they are asked.

Do not look at it as “Selling”, look at it as creating opportunities

Several clients tell me they don’t “sell”, and we can’t use the word “sales” in our discussions. I agree! Look at it as creating opportunities for the organization that were not there before and you are accomplishing that by simply talking to people you know about what you do. Good salespeople are authentic and genuine and when you are sincere, care about your clients, and ask your contacts who they know, you are helping your organization grow.

Are you willing to help your organization grow? Start benefiting from becoming a selling organization.


Posted in Selling the Right Way, Selling Skills, Opportunity Generation, Sales Optimization    Tagged with no tags


1 Comments

Jason Schultz - December 21st, 2012 at 9:49 AM
Great post Peter. I love the part about 'Selling is not winning a deal at any cost, it%u2019s being realistic'. We put a process in place to help our firm better identify opportunities where we can add value and it has been working well for us and our prospective clients.
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