I've Never Lost a Friend in Sales

 was discussing the marketing and sales of a consumer insurance products yesterday with a small group when one of the participants said that he did not want his friends to run when he came around because he is now the "insurance guy."

I responded, "I have never lost a friend in sales, but I have made a lot."

This is one of those F.E.A.R. (false events appearing real) reactions that people who have not been properly trained into a Winning Sales Paradigm.

The reality is that if you have a solid product or service with a good value/price ratio and if you know how to properly fit your product or service with the needs of your prospects, as a friend, you are morally obligated to share what you have.

Your friends will become better friends and many new acquaintances will become friends.

If you don't feel this way, here are a few suggestions.

1. Review your company's products and services and the value that customers gain.  You may need to go visit some customers to get their perspective.  If you believe in the value, then just go tell people about it.  Enthusiasm and belief alone can sell a lot.
2. Evaluate your sales system and skills.  Do you need sales training or a fresh perspective?  Competence builds confidence that you can share your products and services with integrity and that every sale is righteous.
3. If suggestion one or two aren't going to work for you, consider that perhaps you are not aligned with the right company, product or service, or career choice.

For those of you with a Winning Sales Paradigm, what is your advice?

Photo on flickr by Dari Lou