Sales is leadership. This is why it’s hard sometimes. It has the same demands as any leadership. Leadership, super simply, is getting people to move from point A to point B.
In sales, knowing how to help some navigate their realities to a arrive at a better place is leadership.
Good leadership is not about manipulation or high pressures tactics. Neither is good sales.
Rather, sales is helping someone make a change for the better. And, just as importantly, recognizing that it is the responsibility of the prospect to make that change.
Some are better at this than others. Some are mired in bad habits. Some don’t know they already have the skills. Some lack a process. Some are wrapped up in themselves.
If we want to sell well, we need to help people make a change. We need to lead them, but allow them to choose.
Is this a fair assessment or am I missing the mark?