Hey, sales professionals: ask yourself this question: “Why do I do what I do?”
Re-read that question and then chew on it for just a moment. What sales presentation tips can we glean from this?
Now I’m curious … what was the tone of your voice as you asked yourself that question?
Did you read that question with a snarky tone because the answer is obviously, “Because I need a job”?
Or did you pause to deeply and genuinely take it to heart? Do you feel a strong connection to your own personal purpose?
How did you ask it, and how did you respond? This alone may provide great insight into your motivation.
Now, back to the first question: Why do you do what you do?
– The ‘thrill of the hunt?
– To make more money?
– To achieve #1 top performer status?
– To put your kids through college?
These answers are not wrong or bad. And, yet, I wonder, is there something else…?
I passionately believe we perform to the best of our abilities when we serve others.
When we seek to make the world a better place for those around us, we better understand our place.
A people-first paradigm will radically refocus your purpose. And, in return, deliver transformational results.
With that in mind, I’d like to add one more option to the ‘why’ list:
– To change people’s lives
If this answer resonates with you, can you – will you – adapt your sales presentation to align with that objective?
I would like to offer one quick piece of advice on delivering your sales presentation with the intent to change people’s lives: Your demonstration is not about the product; it’s about the customer.
If your demonstration focuses on a product, you will babble on and on about features and benefits to a customer who may, or may not, really care to listen.
If your demonstration centers on the customer, however, you will focus primarily on presenting solutions that will change their lives. And they will listen.
I often point to this sequence when discussing the ‘why’ of what we do:
Paradigm -> Purpose -> Action
The proper paradigm gives meaning to our purpose and defines our actions. And, of course, our actions define our results.
If you want to change someone’s world, start with your purpose.