If You’re in Business, You’re in Sales – Get Over It

Advisor Perspectives welcomes guest contributions. The views presented here do not necessarily represent those of Advisor Perspectives.

Jim Advisor Perspectives welcomes guest contributions. The views presented here do not necessarily represent those of Advisor Perspectives.

“Nothing happens until a sale is made.” Thomas Watson Sr., founder of IBM

What words come to mind when you think of a salesperson: Schmoozer? Shyster? Ripoff artist? Con man? Sleazebag? (Or worse …?) What image do you get? Is it a guy in a cheap suit trying to sell you a car that doesn’t run right? A financial guru who’s out to steal your life savings? (I’ll bet you can picture a few who have made off with people’s money.) A telemarketing huckster who’s offering you the world, plus a set of steak knives (“But wait – there’s MORE!”), if you only “act now!” to buy some gizmo over the phone that he swears is the greatest thing since sliced bread?

Perhaps you are sales-adverse because you don’t want to appear pushy, or – God forbid –manipulative. If that’s the case, let me share with you the very first Merriam-Webster Dictionary entry that comes up:

Definition of MANIPULATE

1: to treat or operate with or as if with the hands or by mechanical means especially in a skillful manner

“Sales” has acquired a negative connotation of deception. Yet, by definition, if you’re doing your job properly, you are handling people in a skillful manner every day. And that’s manipulation?