After years of pursuing sales as a serious closer, I grew into what I refer to as an “of service” sales professional. While I’m still all about closing deals, today I go about it in a very different way.
There Isn’t Just One Way To Close Deals and Be Successful In Sales
There are two kinds of sales philosophies out there and while they both accomplish the same thing – closed deals – they go about it in very different ways and with very different consequences to the closer.
I’m very familiar with these approaches because I’ve practiced both of them, and in my consulting and coaching I constantly run into both attitudes.
The “Serious Closer”
On the one hand is what I’ll call the serious closer. I used to be this kind of closer, and, when I was, the only thing that mattered was how many deals I closed and how big my paycheck was at the end of the week.
Now don’t get me wrong – I’m not saying this is a bad thing and I can tell you that I sure made a lot of money.
But there was a downside to it.
The downside was that I based my entire self-esteem on how well I did as a closer.
A Cautionary Tale About Being The Serious Closer
If I had a good month then I felt good about myself, but when I didn’t do well I tended to get anxious and depressed.
I could be moody, and I often projected my attitude and self-esteem on others.
I looked down on those who didn’t perform at the top and after a while I lost my empathy for others and eventually for myself.
On The Flip Side of Sales Drive
Another problem was that I was driven to succeed all the time. While this might sound like a good thing, the flip side of it was fear.
There were many evenings and mornings I would wake up in fear of not making or exceeding my quotas.
This fear drove me to close sales at all costs, and in the end I cared more about closing sales than I did about what was in the best interests of my clients.
While this may seem like an extreme attitude, the push for profits, for making quotas and for succeeding in business often supports and rewards this kind of a sales mentality.
The “Of Service” Sales Professional
After years of pursuing sales in this way, a slow transformation took place and I developed into what I now refer to as an “of service” sales professional.
While I’m still all about closing deals, today I go about it in a very different way.
Today I’m more concerned with finding people and companies I’m a good fit for and then looking for the maximum ways of being of service to them.
Helping Clients Over Closing Sales
I’m more interested in helping today than I am in closing at any expense.
There are many benefits to this new attitude and one is that today I don’t have the kind of financial fear that I used live with.
These days when I wake up in the morning and I have a ritual of meditation where I now ask the spirit of the universe to put me in the position to be of maximum benefit to the people I encounter.
As in all my meditation and affirmation sessions, I always end with a visualization of many companies and people contacting me with the specific needs that I am uniquely qualified to help with.
The Benefits of Practicing A Positive Sales Philosophy
After many years of practicing this kind of sales philosophy, I can tell you that as long as I continue to take action, remain positive, and stay focused on being of service, I have all the business I can handle.
I also have a peace of mind and a calmness that sees me through times when the economy changes or the seasons change. For that I’m truly grateful.
To Get, Or To Give?
Today when I work with clients in a coaching relationship, the one common thing theme I find is a constant worry and anxiousness about not having enough money or not being successful enough.
The answer to that, I’ve found, is to examine their core sales philosophy. “Are you trying to get or to give?” I ask them.
Once we get straight on fundamental question, the business flows in a much easier and enjoyable way.
In Sales EQ, Jeb Blount takes you on an unprecedented journey into the behaviors, techniques, and secrets of the highest earning salespeople in every industry and field and teaches you how to become an Ultra-High Performer. Download your FREE chapters of Sales EQ here.
About the author
Mike Brooks is the founder of Mr. Inside Sales, a North Carolina based inside…