Get Over Yourself, And Close More
A while ago I went on a camping trip with some very smart women. I know what you're thinking 'Girl why were you camping?!'. To this day I still don't know. But I digress. These women were smart! They all had or were pursuing some form of advanced degree in science. They were experts in their field and managing major projects at work yet all had a common experience: they complained about not receiving the same amount of recognition as their male counterparts, who often, according to them, did less work! They also struggled to get strategic buy in from stake holders - they chalked it up to 'the stake holders not understanding the data'.
There was another common thread - they did not understand or respect sales. This became quite evident when we went around the campfire and shared what we did (or rather, what advanced degree we each had). Everyone was complimenting each other on their various achievements and calling each other 'smart cookies'. Everyone save yours truly. I don't have an advanced degree in science. I also don't struggle to get recognition or buy in.
I'm sharing this story because the experience made me reflect about what sales is, and what it isn't. At the end of the day, whether you are selling cars, national secrets, your ideas or coaching programs, sales is the act of helping people make a decision. It's about generating buy in. What do you need to generate buy in and help people make decisions? You need to get over yourself!
These women, despite their collective dissertations, could not generate the buy in required to get the recognition, pay and support their work warranted. Why? Because they looked down on sales. They considered sales a soft skill and felt that because they were academics, they were above the activities that would actually help them amplify their expertise. Where did this leave them? In obscurity - land of the under recognized and underpaid.
I work with a lot of women entrepreneurs who struggle with sales. They find it uncomfortable, avoid it all costs, and take great pleasure in assuring me that 'they aren't pushy' when it comes to sales. There is a certain smugness that accompanies the statement 'my sales happen organically'. That's really cute ladies, but even the most organic process requires elements of intention. I guess the bigger question here is why is sales uncomfortable? Why do people think you have to be pushy to sell? I blame 'closing culture'. Movies like Boiler Room, or Glengarry Glen Ross and toxic work cultures that pit sales people against each other. Regardless of how bad of a reputation sales my have, or how you personally feel about it, if you want to have impact, make a difference and last but not least if you want to make money, you need to get over your discomfort with sales.
You can have the best idea, method, or product, but if you can't cultivate the skills required to present said idea/method/product in a compelling way that people understand and see themselves needing you will never see the success or impact you crave. Your ability to command recognition and generate buy in is a sales skill. Are you above recognition, getting paid what you deserve or making money? If the answer is no, then you're well on your way to mastering one of the most important mindset shifts required to get out there and sell: sales is an act of service. Do you believe in what you do? Does your work/product help people? If so, then drop the attitude that sales is uncomfortable. Sales is the vehicle you'll use to spread your belief and help more people. It's about providing the education and support necessary for people to make informed decisions.
Too often I see brilliant women fall short of the level of success they want because they hold a belief that sales is beneath them. That their work speaks for itself and they don't want to 'cheapen' it by actively selling it. This belief serves no one (except for maybe your direct competitors) and hurts many - including you and your potential clients. If you've ever felt this way about sales and are looking for practical ways to move beyond this limiting belief send me a message. My colleagues and I have 35 years experience combined and have collectively driven over 1 billion dollars in sales. Us smart cookies need to stick together :)
