Why Most People Don't Like Selling

Why Don’t They Like to Sell?

After decades on the job I have been conditioned to deal with the negatives associated with selling. There are some things about selling that ordinary people don’t want to or can’t deal with.

Before going there, let’s review what real selling is. Mark Thelen said it best. “Selling is activity based on a fair exchange of value. After the transaction, both parties are better off.” Now what is wrong with that?

One other thing…top producing salespeople are well compensated. They are always among the top earners at their company. It’s a fact.

So why isn’t their a line to sign up for sales jobs? Why do most salespeople fail?

A couple of weeks ago, I was in the car listening to the Jim Rome radio show. Jim is a sports commentator and a funny guy. The day I tuned in he was rambling on about when he sold office machines. It was hilarious. He really hated the job and his rational was right on.

Why They Hate Selling

Selling is a competitive activity. If you don’t like fighting for business you probably aren’t fit for sales.

Selling is hard work. Successful salespeople not only have to work hard and long but they also have to work smart. More sales calls equal more sales. A lot of people don’t have the appetite to do what it takes to sell.

Salespeople take a beating. It’s continual. If you work the phones to book appointments it isn’t unusual to hear “no” a lot before getting to “yes”. The cold hard reality of selling is that you lose most of the time and win once in a while. It can wear on you. It can wear you out.

Business, markets, the economy, sales strategies, tactics and tools and the rules of conduct are constantly changing. I have just recently been introduced to blogcasts. Blogcasts? Really? What next? You can’t sit still in sales. You must be forward thinking or you will be left behind.

Selling jobs offer no security. Sales Executives want to know what you have done for them lately and what is pending. Selling is about results. Have a couple of bad months in a row and your popularity meter will fade.

Born to Sell?

No. Conditioning yourself to deal with the many negatives that constantly confront you is essential to a long and successful sales career.

Dealing with the Negatives

After just short of 40 years in the field, being in the trenches, fighting for every sales opportunity and doing my best to win every deal, I can speak with authority on how to live with the negative issues.

Start by understanding the sales landscape. Things happen. Circumstances set you back. There are hurdles that get in the way. Deal with them.

Rejection is the rule, acceptance is the exception. Don’t take rejection personal. If you care to take rejection personal, blame yourself, not your prospective client. Mark Thelen correctly pointed out that no is not no. No is non-yes. If you believe Mark, when no is the answer it is your fault. If you had done your job better the no would have been yes. If you believe this, as I do, you can fix what caused the no and try again.

This leads to taking responsibility for yourself and your outcomes. In a recent posting I discussed the concept of the slight edge. You earn a slight edge by knowing more about your market, products or services and the art and science of your profession. You also get the edge by working harder and smarter than your competition.

You Can Do It

The answer to why people aren’t attracted to selling or fail at sales is simple. Selling is very hard and there are lots of built in hurdles. You can become a top producing salesperson. The answer to enjoying a successful sales career is that you have to want to do it. If you want to sell you will. Face the negatives...deal with them. Things will become easier over time, you'll be happier and make a great living.