{"id":727,"date":"2012-01-30T06:00:57","date_gmt":"2012-01-30T12:00:57","guid":{"rendered":"http:\/\/etereman.com\/remanu\/?p=727"},"modified":"2012-01-30T06:00:57","modified_gmt":"2012-01-30T12:00:57","slug":"overcome-the-stigma-of-sales","status":"publish","type":"post","link":"https:\/\/etereman.com\/remanu\/2012\/01\/30\/overcome-the-stigma-of-sales\/","title":{"rendered":"13 Ways to Overcome the Stigma of Sales"},"content":{"rendered":"<p>In my last article,\u00a0<a href=\"http:\/\/etereman.com\/remanu\/the-stigma-of-sales\/\" target=\"_blank\" rel=\"noopener noreferrer\">Reman University #46<\/a>,\u00a0I shared insight into the stigma of sales. I gave a grim overview of how salespeople are perceived by their prospects and customers. I hinted at how you can succeed despite and in spite of the negative reputation salespeople have earned themselves. And, I promised that I would give you a few ideas this week about how to overcome the odds and put yourself on a path toward sales success by becoming perceived as anything but a salesperson. I make good on my promise below:<br \/>\n<a class=\"wistia-popover[width=640,height=388,playerColor=#BDBDBD]\" href=\"http:\/\/fast.wistia.com\/embed\/iframe\/54f815a0d7?videoWidth=640&amp;videoHeight=360&amp;volumeControl=true&amp;controlsVisibleOnLoad=true&amp;playerColor=BDBDBD&amp;autoPlay=true&amp;popover=true&amp;plugin%5BpostRoll%5D%5Bversion%5D=v1&amp;plugin%5BpostRoll%5D%5Btext%5D=Click%20to%20sign%20up%3Cbr%2F%3Efor%20the%20REMAN%20U%3Cbr%2F%3Eweekly%20e-Zine&amp;plugin%5BpostRoll%5D%5Blink%5D=http%3A%2F%2Fwww.etereman.com%2Fsignup&amp;plugin%5BpostRoll%5D%5Bstyle%5D%5BbackgroundColor%5D=%23BDBDBD&amp;plugin%5BpostRoll%5D%5Bstyle%5D%5Bcolor%5D=%23000000&amp;plugin%5BpostRoll%5D%5Bstyle%5D%5BfontSize%5D=36px&amp;plugin%5BpostRoll%5D%5Bstyle%5D%5BfontFamily%5D=Gill%20Sans%2C%20Helvetica%2C%20Arial%2C%20sans-serif&amp;plugin%5Bsocialbar%5D%5Bversion%5D=v1&amp;plugin%5Bsocialbar%5D%5Bbuttons%5D=facebook-twitter-email-googlePlus&amp;plugin%5Bsocialbar%5D%5BtweetText%5D=Watch%20%26%20Learn%20from%20REMAN%20U%20%20-%20How%20to%20Overcome%20the%20Stigma%20of%20Sales&amp;plugin%5Bsocialbar%5D%5BshowTweetCount%5D=true&amp;plugin%5Bsocialbar%5D%5BpageUrl%5D=http%3A%2F%2Fetereman.com%2Fremanu%2Fovercome-the-stigma-of-sales%2F\"><img decoding=\"async\" src=\"http:\/\/embed.wistia.com\/deliveries\/d7cdd41e57f973c597f23a42df7e83d011685880.jpg?image_play_button=true&amp;image_crop_resized=512x288\" alt=\"\" \/><\/a><br \/>\nThe goal is to transform your prospect or customer\u2019s perception of you from salesperson to:<\/p>\n<ul>\n<li>Value Provider<\/li>\n<li>Assistant Buyer<\/li>\n<li>Valuable Resource<\/li>\n<li>Customer Advocate<\/li>\n<li>Idea Generator<\/li>\n<li>Trusted Advisor<\/li>\n<\/ul>\n<p>Those are just a few of the titles you must aspire to earn. Pay attention to the word\u00a0<span style=\"text-decoration: underline\">earn<\/span>. You can put whatever you want on your business card (heck, mine says \u201cCaptain Reman\u201d), but what really matters is how your prospects and customers think of you. If you put down that you\u2019re a \u201cValue Provider\u201d and they think of you as \u201cSlimy Salesguy,\u201d well\u2026you lose.<br \/>\nHere\u2019s how to earn the respect, the trust, and the sale:<\/p>\n<ol>\n<li>Start out by changing your philosophy. It\u2019s not, \u201cHow do I sell as much of my stuff as possible?\u201d It\u2019s, \u201cHow does my prospect win by buying and using my stuff?\u201d<\/li>\n<li>Never try to sell something that you would not buy yourself were you in a similar position as your prospect.<\/li>\n<li>Bring a new idea (or three) to your first meeting. Yep, your first meeting. Show up prepared. The idea has to be something of value \u2013 something your prospect can use to become more profitable, more efficient, or more secure. Don\u2019t worry about whether your idea is connected in any way to your product or service. Focus on connecting the idea to\u00a0<em>their<\/em>\u00a0business.<\/li>\n<li>Do not ask anything about fishing or hunting or \u201chow they\u2019re doing\u201d until after you\u2019ve shown some value. You think you\u2019re qualifying your prospect during your initial meeting or phone call \u2013 when in reality, they\u2019re qualifying you.<\/li>\n<li>Ask great questions. Don\u2019t be winging it. Show up with a list of 10 great questions that get your prospect talking and thinking. Check out <a href=\"http:\/\/etereman.com\/remanu\/dont-ask-dont-sell\/\" target=\"_blank\" rel=\"noopener noreferrer\">\u201cDon\u2019t Ask. Don\u2019t Sell.\u201d<\/a> for a deep-dive on this point.<\/li>\n<li>Come to your prospect by way of referrals from their peers. A great recommendation changes the game to your favor before you walk in the door.<\/li>\n<li>Bring them a referral. If you show up with a new prospect for your prospect, they\u2019ll take your meeting. And, they\u2019ll \u201cowe you one.\u201d Not every prospect will repay you, but most will. The more you can connect your customers to one another (unless, of course, they happen to be direct competitors), the more business you will earn for yourself.<\/li>\n<li>Offer to work in their business for day. Tell them that before you make a decision about whether your product or service can help them, you\u2019d first like to fully understand what they do, how they do it, and why. Spend a day in their shoes and they\u2019ll spend their money with you.<\/li>\n<li>Leave your brochures and PowerPoint presentation behind. Make the first interaction all about them. Tell them you\u2019ll give them the full dog and pony show by their request only. Don\u2019t be surprised if they never ask.<\/li>\n<li>Be prepared to walk away. Sometimes during a meeting or a phone call, you\u2019ll realize that you\u2019re not the best fit for your prospect. Walk away. Fast. Tell them you do not think that you can help them but you\u2019ll be back one day if and when their needs (or your service offerings) change. You will earn their respect and, perhaps, their future business.<\/li>\n<li>Read everything you can about your prospect \u2013 their company, their industry, their competitors, their announcements, their social media posts, etc. \u2013 and send your prospect \u201cclippings\u201d of the most relevant and insightful pieces. Add your own comments when appropriate.<\/li>\n<li>Follow-up and follow-through. Do what you say you\u2019re going to do\u2026when you say you\u2019re going to do it. Send them a cool gift (gifts are \u201ccool\u201d because of their thoughtfulness and their usefulness \u2013 not because you spent $50 on them). Hint: relevant business books that provide ideas and answers to your prospect\u2019s most burning questions are the best possible gifts. Inscribe them with a personal note. Even if your prospect never reads the book, they\u2019ll put it on their bookshelf and they\u2019ll always know where it came from. If they do read the book \u2013 you\u2019ll have something to talk about (at great length) next time.<\/li>\n<li>Read a few books yourself. You\u2019ll find more ideas and inspiration than you\u2019ve ever dreamed of. While you\u2019re reading, ask \u201cHow can I adapt this to my business? How can I use this in my situation? And\u2026why the heck didn\u2019t I read more books before!?!\u201d For a list of my favorite sales books, check out <a href=\"http:\/\/etereman.com\/remanu\/captain-remans-favorite-business-books\/\" target=\"_blank\" rel=\"noopener noreferrer\">Captain Reman\u2019s Favorite Business Books of All Time<\/a>.<\/li>\n<\/ol>\n<p>Note: Your mileage may vary. Not every strategy will work for you. Pick a few that fit you well and get to work.<br \/>\n<strong>Note well<\/strong>: The first sale you have to make is to yourself. If you think of yourself as \u201cjust as salesperson,\u201d your prospect will do the same. Make a list of everything that you actually do for your customers. Things that you do <em>for<\/em> them (rather than yourself), on <em>their<\/em> behalf, and for <em>their<\/em> benefit. The longer that list is, the easier it will be to prove to yourself (and, eventually, your prospect) that you belong in a different kind of category. The kind of category that deserves and earns the business.<br \/>\n<strong>Bonus points: Create and share your list below in the comments. Great answers get REMAN U t-shirts. Best answers get you sales.<\/strong><\/p>\n","protected":false},"excerpt":{"rendered":"<p>In my last article,\u00a0Reman University #46,\u00a0I shared insight into the stigma of sales. I gave a grim overview of how salespeople are perceived by their prospects and customers. I hinted at how you can succeed despite and in spite of the negative reputation salespeople have earned themselves. And, I promised that I would give you [&hellip;]<\/p>\n","protected":false},"author":9,"featured_media":736,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_mi_skip_tracking":false},"categories":[12,7],"tags":[74,14,73],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v20.1 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>13 Ways to Overcome the Stigma of Sales - REMANU<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/etereman.com\/remanu\/2012\/01\/30\/overcome-the-stigma-of-sales\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"13 Ways to Overcome the Stigma of Sales - REMANU\" \/>\n<meta property=\"og:description\" content=\"In my last article,\u00a0Reman University #46,\u00a0I shared insight into the stigma of sales. 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