What is The Role of a Salesperson in 2019

This question typically garners the following responses, to sell, to increase revenue, to hit monthly goals, etc.

The role of a Salesperson is not to sell. Let me repeat that one more time , the role of a Salesperson is not to sell.

This is counterintuitive for most Sales People. As a result many Sales Reps are creating smoke and mirrors in order to sell you. They have been conditioned to believe that their solution is the best fit for you irrespective of your needs and wants.

The Role of a Salesperson is to create the right environment for your customer to feel empowered to buy.

As the old sales adage goes nobody wants to be sold, but everybody wants to buy. It is a very subtle line in the sand, that separates you from trying to sell someone vs empowering that same person to want to buy from you.

The biggest culprit that drives Sales people to focus solely on selling while ignoring the buyer, is Revenue.

Chasing revenue will lead to bad habits that ultimately in the long term will lower your revenue. Instead Chase Excellence, master the Sales Process, and your craft. Provide value first. As a result revenue will then flow more freely and consistently.

The days of forcing someone to say Yes are long over.

Today in 2019, a career in Sales is about co-authoring solutions.

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