For many of us, the word "sales" conjures images of charismatic hustlers, always on the move, sealing deals and reaping the rewards. But what if you don't fit the mold of the typical salesperson? What if you're a business owner trying to grow, but you're not naturally inclined to hustle and push products or services onto people? Is there a way to find motivation to sell without becoming someone you're not?
Absolutely. Success in sales isn't solely reserved for the dazzlers and hustlers alone. It's about understanding yourself, your motivations, and your unique approach to the world of selling. In this post, we'll explore how to find that inner motivation, even if you're not a natural hustler.
One of the first steps to finding motivation to sell is to examine the narrative you tell yourself. Do you have a "failure narrative," where you believe that sales just aren't your thing? What if you flipped that script and considered the possibility of success? Visualize a scenario where your sales efforts pay off, where customers are engaged and interested. How does that feel? Choose one adjective to describe that feeling and put it on a sticky note next to your computer.
I feel very icky about sales myself. My preference would be to build something and put it into a world that is already primed for knowing the value of my effort--and ready to spread the word. But that's just now how growth works for the vast majority of companies, even successful ones! One thing I have found helpful, in terms of a reframe, is to think of prospecting and marketing efforts not as "selling" but as "problem solving." If someone were out there genuinely poised to solve a problem you struggle with, wouldn't you WANT to hear from them?
Think back to the last time you felt a sense of flow when working on something sales-related. What was the approach you used at that moment? Chances are, it was a scenario where you were answering a genuine question from a real person. This approach is powerful because it shifts your focus from selling to helping. It's not about pushing a product; it's about providing valuable solutions to people's problems.
Sales can become disheartening when it feels like you're putting in all this effort, but customers aren't engaging as much as you'd like. In these moments, it's easy to become frustrated or sour on potential clients. Instead, re-center your approach on the vision of what you want to create. Remember why you started this journey in the first place.
While you might not be a natural hustler, you possess unique qualities, skills, and perspectives that can be incredibly valuable in the sales process. Recognize your strengths and leverage them in your sales approach. For instance, if you're a great listener, use that skill to truly understand your customers' needs and tailor your offerings to address them. What are your top 3-5 strengths? Make your sales efforts today aligned with one or two of THOSE.
Everyone has different motivational triggers. It could be the sense of accomplishment, financial rewards, helping others, or creating something meaningful. Identify what motivates you in the context of sales. When you know what drives you, it becomes easier to stay motivated and focused on your sales efforts.
Finding motivation to sell doesn't require transforming yourself into a hustler or a smooth-talking stereotype of a salesman. It's about understanding your unique qualities, challenging your inner narrative, and re-centering your approach on the value you bring to customers. Embrace the idea that sales isn't just about transactions; it's about building relationships, solving problems, and making a positive impact. So, whether you're a seasoned salesperson or someone who never considered themselves a "natural" at selling, remember that with the right mindset and approach, you can find your motivation and succeed in the world of sales.
Ok--now I'm off to go take this advice myself :) g
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