Alright, I have to be the first to admit I am not the happiest person in the world when sales people come knocking on my door. Sometimes I feel like a hippocrate since I have been selling in one form or another for the past 20 years, but when I stop and think about my attitude towards the “door knockers” I see it pretty clear.

The times in my career when I’ve felt the best about selling is when I took the time necessary to fully understand my potential client’s business and determined exactly what they wanted to accomplish … and then figured out a solution! There is no reward in working hard to spit out all the correct sales closing techniques only to convince someone why they should spend money with you. There is no reward in pressuring someone into finally saying “ok, ok, ok … I’ll give you my business.” You may say, “There most certainly is a reward … you get a commission for getting a yes.” Let me repeat … THERE IS NO REWARD IN SELLING!

I’ve reviewed hundreds of books and tapes and attended many seminars, and always seem to get the most excited when I find someone that gives a new technique on setting goals. I am sure all of us think we have goals, but how many of us truly do? How many of us begin each day working toward a clear, tangible reward by taking action steps which will surely help us arrive there.

I get excited when I meet with a company that has a true idea of what they want to accomplish. When I am presented with this goal, I enjoy nothing more than sitting down with them and putting our heads together to come up with a solution. I obviously could never know their business as well as they do, and conversely, they can’t possibly know my business as well as I do. This combination can be powerful if the two of us approach it with the goal of not only defining the end result they would like, but also by defining an action plan to get us there. If this is the approach taken, there is no selling! The two companies simply combine the existing knowledge from their own points of view, and determine a strong solution!

To all you “door knockers” out there…

Take the time to find out what I want to accomplish and use your expertise to show me how to arrive there with your product or service. I am sure there are many people out there that feel the same as I do and I’d love to hear from you!