Stop Being a Salesperson
There is absolutely nothing wrong or immoral about being a
salesperson. That being said, we have too many salespeople in
sales organizations and not enough businesspeople.
Salespeople tend to focus on themselves and the products and
services they sell. Businesspeople focus on solving business
problems and opening new opportunities, focusing on the outcome
of the solutions they employ rather than the technical details
of the products and services they offer.
Stop being a salesperson and become a businessperson when you
engage with your prospective and existing customers. Place
emphasis and communicate with your customers on the benefits
they will realize from use of your products or services. Add
value by solving business problems and creating new
opportunities.
Corporate executives, business owners, investors, and senior
management rarely have time for sales people; they always have
time for businesspeople. The reason is businesspeople address
issues of their primary concern - enabling business. Salespeople
generally want to just talk about their products and services.
As a business owner or executive, which meeting would you
welcome most: a conversation with a businessperson regarding
growth and opportunity in your business or a features and
functionality presentation about a product or service?