The Key to Making Money in Sales
Like most of America, I woke up last week to the surprise of Donald Trump as our next President. (ANNOUNCEMENT: To spare you any more election fatigue, there will be no more political mentions in this blog!) However, the event made me curious to check out some past episodes of the TV show, The Apprentice.
I didn’t follow the show back in the day, but it turns out that it’s theme song is “For the Love of Money” by the O’Jays. I love this song! In fact it’s been my ringtone for the past five years. (After you’ve enjoyed it on YouTube, go buy it. OK?)
When I’m at work, and my phone plays the song opener, people around me start laughing. After all, I’m a sales guy with the money song ringtone. I get it.
Many people—including popular media—reference the song as a way to glorify making money. But this song isn’t about making money at all. The whole message is a warning about loving money and the dangers tied to it. Some of the lyrics include:
“People will lie, Lord, they will cheat
For the love of money
People don’t care who they hurt or beat”
“Don’t let money fool you
Money can fool people sometimes”
Pop song lyrics can tell you a lot about what we think about money and business. Salespeople can often have the odds stacked against them. Buyers report they would rather research, try, and purchase without any assistance. They prefer this because of experiences with inexperienced or poor salespeople who—acting out of self interest—left a bad impression.
There’s no doubt about it. I am in sales to make money—for myself (like any other job) and for my company (so I can keep that job). But if I let making money be my prime motivation, I’m never going to be a good salesperson, and I’m never going to make a pile of money.
Professional salespeople learn that a shortcut to big profits is simply taking care of people. This means that while being driven by money, the primary motivation MUST be on serving your customer, and being smart enough to realize that the money will follow.
Don’t let money rule you. The best sales pitch is always the one that communicates what a client actually values. (By the way, that means actually listening.) If you keep a client value focus, I promise your clients will recognize it, and you will get referrals because of it. It will create a snowball effect for you—and you’ll get paid for it in the end.
Salespeople do their best when they believe in their product, and that it will actually benefit the client. That makes sense, but we lose sight of the obvious if we’re just looking for a score. Personally, what gives me validation and confidence to keep going is when clients let me know how helpful my company and I were and that their lives are now better.
Hopefully, you have something of tremendous value to sell—something that solves a real problem. Your job is to help them make the best possible decision to solve their problem. Articulating client value is the number one form of sales enablement, and is the fastest way to improve your professional communication skills.
I’ll be honest. I want the money, and I want to be wealthy. But I want to achieve wealth through delivering unbelievable value to my clients, and to be known for that!
I’ll close with Einstein’s spot-on quote, “Try not to become a man of success, but rather try to become a man of value.”
Don’t let money change you.