Selling becomes incrementally easier and yields greater success each time you remind yourself that:
Selling carries with it great responsibilities. Your employer depends on you, in large part, to keep the lights on, the doors open and to pay staff salaries, including her/his own.
Like a doctor, a salesperson is a diagnostician with very limited time. If a prospect cannot convince you they need what you sell then they are not ready (qualified) to buy. Courteously thank the prospect for their time; stay in touch; but spend your limited time resources with those who ARE ready (qualified) to buy.
There are two categories of disqualified prospects. Those not qualified to buy right now and those who will never be qualified to buy. Keep in regular touch (top-of-mind) with the former. When they finally need what you sell, who do you think they are going to call?
Selling is a profession, not a vocation of last resort. Never take a job selling because you cannot find another job. The odds of success are against you, your employer and your target audience.
Those who populate your target market (prospects and customers) need you to be a savvy, educated, experienced, alert, well-connected, proactive, selfless and an objective advisor, who places their needs first.
You can only be all these things to your prospects and customers if they allow you to sell profitably and show you reciprocal respect.
To hire your selling talents, drive and dedication an employer must be willing to compensate you with a respectable, competitive salary. Commissions are for bounty hunters. Prospects and customers distrust and avoid bounty hunters.
Courtesy is everything. Therefore leave you sales pitches, gift of gab, cold-calls, desperation to close, hunger, insincerity and self-service at the curb.
Lives depend on you. You are a professional. Selling is a profession and a practice … no less than law, medicine, dentistry, accounting, engineering, teaching, or rocket-science.