The Clarity and Complexity of Sales
In my experience, the essence of sales, business growth, and coaching has always revolved around relationships and adaptability. When I reflect on my early years in sales, I often think about the black-and-white nature of the industry—it either works, or it doesn’t. You make the sale or you don’t, and while the numbers may be clear, the gray areas of business, especially in relationships and strategies, play an equally important role. That clarity in sales—seeing the results immediately—was always appealing to me. It’s what initially drew me to sales as opposed to other business functions that may take time to reveal success.
Aggressive Beginnings: The Early Days of Sales
In my early days, I had an aggressive sales approach, often driven by the mentality of making a sale at all costs. It was all about getting the client to say yes, and at times, it felt like a personal victory rather than a strategic business decision. Over time, I’ve learned that there’s much more to it. Today’s world, especially with how disconnected people can be from personal interactions, requires a more thoughtful approach. It’s less about pushing someone to buy and more about guiding them toward the right decision for their needs.
The Shift: Building Relationships Over Closing Deals
One of the things I’ve come to appreciate is that the relationship-building process in sales is as crucial as the sale itself. Whether you’re selling to consumers (B2C) or businesses (B2B), the need for understanding the client’s needs and objectives is fundamental. This involves not only knowing your product inside and out but also being able to ask the right questions and listen carefully to the answers. Often, what a client thinks they need is not always what will truly serve them best. It’s up to the salesperson to guide them through that discovery process.
Flexibility in Sales: Taking What the Traffic Bears
I’ve always believed in the value of taking what the traffic bears, meaning being flexible in my sales approach. Not every transaction will be a home run, and that’s okay. In fact, many times, starting with a smaller sale can lead to bigger opportunities down the road. It’s about building trust and proving that you can meet their needs, even if it’s on a smaller scale initially. I’ve seen this play out countless times in both my own businesses and in coaching others. You don’t want to overwhelm a client with a big order they’re not prepared for. Instead, it’s about understanding their capacity and working within it to create a relationship that can grow over time.
Lessons from Early Business Mistakes
My early mistakes in business, like expanding too quickly or not properly training my staff, taught me invaluable lessons. For instance, when I opened multiple stores, I quickly realized that I couldn’t be in every location at once. I’d often call back to the main store and hear, “We were busy, but we didn’t make much money.” In those moments, I would get frustrated, thinking if I had been there, things would have gone differently. But looking back now, I realize that this was more of a reflection of my failure to properly train and prepare my staff to handle those situations independently.
The Role of Sales Coaching in Long-Term Success
Through the years, I’ve also learned the importance of a good coaching relationship. Coaching isn’t just about telling someone what to do; it’s about guiding them to the right decision for their business. It’s about building trust and creating an environment where the client feels supported, not pressured. Early in my career, I may have thought I knew all the answers and was quick to push my agenda, but as I’ve grown, I’ve realized that coaching, like sales, is about empowering others to find their own solutions.
Experience Is the Best Teacher
This wisdom, which comes with age and experience, is invaluable. You can’t teach experience; it’s something that has to be earned through years of successes, failures, and everything in between. And this is what I bring to the table today, whether I’m selling a product, running a business, or coaching a client. The ability to look at a situation, draw from decades of experience, and offer insight that goes beyond the obvious is what makes a good businessperson, a good coach, and a good leader.
The Client Comes First: A Guiding Principle
Ultimately, I’ve come to see that the best salespeople, and the best coaches, are the ones who are more focused on the client’s success than their own. It’s about providing value in a way that aligns with what the client truly needs, not just what you want to sell. Whether I’m selling eyeglass frames, consulting with a business owner, or coaching a young entrepreneur, the principles remain the same—listen, learn, and guide them toward the solution that best meets their needs. And in doing so, not only do I help them succeed, but I continue to grow and evolve in my own journey as well.
Want to Master the Art of Selling?
If you’re eager to dive deeper into the strategies and insights that can take your sales skills to the next level, check out my YouTube channel for valuable content on sales, business growth, and coaching.
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