Born to Sell?

A Pretty Good Book

I wrote a book titled “Born to Sell”. The book was both autobiographical and instructional. I wrote the book in the early 90’s. It was a fun project. At the time, I thought I knew everything about selling and had a very high opinion of myself and my thoughts on the topic. Although the fundamental principles and truths about sales endure, I have learned a lot more about selling since then.

A Great Question from George

After my recent speech to the Wayne State University's Entrepreneur’s Breakfast, a WSU Program Director, George Azrak, asked me if people are born to sell. He explained that his father and brothers are salespeople and had encouraged him for years to join them in the profession. George’s problem with the idea was that selling just didn’t interest him.

George asked me if there is such a thing as natural born salespeople.

Natural Born Salespeople

There is no such thing as a natural born salesperson. No one is born to sell. In reality, all salespeople are different. A better characterization of the journey sales professionals follow is “learn to sell”. Salespeople learn to sell…it’s a process. When people enter the profession they bring different attributes to the table. Our sales brethren are young and old, big and small, happy and sad, educated or not, excited or indifferent. Hey, the profile of sales people is just like that of any other trade or profession.

The Answer

I think the best answer to George’s question is that salespeople must want to sell. If there is a desire to join the sales team and have a great career, it can be accomplished by anyone. No kidding.