“The only difference between a rut and a grave is depth and distance.” ~ John Maxwell
Salespeople are behind the eight ball from the very beginning of their career.
They have dug a hole and don’t even realize it.
Salespeople pride themselves on being professional, and society requires initials.
In today’s society, “professionals” are identified with initials behind their name: DDS, RN, NP, JD, MD, MPH, CPA, CMP, OD, DO and many more.
Virtually every person in a physician’s office is also loaded with initials credentialing their education, professional status and legitimacy to be called “a professional”.
Many of these people with initials in their name, are required to take continuing education courses each year, to maintain their stature or licensure as “professional”.
Many salespeople attend a 1-2 week long training course and may take a couple quizzes from the company hiring them, and manufacturing the product they are about to sell.
These salespeople may be among the highest paid people in a lawyer or physician’s office, with no requirement for CEC (continuing education credit).
Society may treat salespeople like a label.
They weren’t smart enough to get into medical, pharmacy, optometry, dental or law school.
Since they are not professionals, they settled for sales.
They are like a brother-in-law, who is unemployed or spends most of his time on the couch, claiming to be a professional.
“Professional” in the sales world is a state of mind – the customer’s mind.
Salespeople aim to be perceived and received as “professional” and yet society, doesn’t’ really recognize selling as professional.
Salespeople are already in a hole.
“Wanna be a Better Salesperson – be a better Person.” ~ Jim Trunick
Professional sales people have to be incredibly:
A “professional” salesperson has to rise to the level of ‘professional’ expected in society.
We all know “professionals” who act unprofessionally.
In yesteryear, when professionals with higher education, knew more, it was everyone in society hanging on every word or action of intellectual professionals, to guide their lives.
Today knowledge is so prevalent, that all professionals are in the persuasion game.
All professionals are selling:
- Teachers sell kids on the value of homework.
- Parents sell kids on the value of spinach.
- Brokers sell clients on value of stocks.
- Physicians sell patients on compliance of medications.
That requires professional conduct even more that professional letters.
In fact, any professional of letters, asked to describe their biggest challenge, or what keeps them up at night, its not their knowledge or studies, they almost always lead with – “getting people to do what they expect”.
We all sell.
Those members of society believing initials somehow separate professionals from non-professionals, are misguided in the emotional intelligence that goes along with influence, persuasion, caring and engagement.
Care More Win More.
Selling is a State of Mind.
– Jim Trunick
Author, The CORE of Leadership™