Whether or not you work in sales, you’ll have to sell things to people at various points of your career. Here’s a beginner’s guide.
, says that the resistance to sales stems from an “antiquated idea that selling is pushing people to buy something they don’t want, don’t need, or can’t afford.” But that notion is outdated. “Selling is moving somebody else to action,” he says. And that is part and parcel of professional life. “If you look at things you do over the course of your day, from internal meetings with colleagues to clients calls, almost all of your interactions involve some form of selling.
Beat yourself up if you’re unsuccessful. Think big picture. Stay in touch and look for opportunities to try again.Damian Vaughn, head of programs at BetterUp, a San Francisco–based company that connects employees with executive-level coaching, believes that being good at sales means that you understand both the “political and personal element” behind every buying decision.
He talked to George’s colleagues to develop a deeper understanding of the CEO’s personal motivations. The conversations were illuminating. “George was a seasoned CEO but not a veteran, and this was his first transformation,” he says. “He wanted to deliver business results, but he also had a need for significance. He wanted to prove that he belonged in this orbit.”
At the beginning of the pitch, Damian provided a brief overview of his company’s services. Then he paused. It was George’s turn to talk. “I listened to George’s vision and intentions,” he says.
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