Can you make a lot of money selling something you don’t believe in? Of course! People do it every day. Can you experience long-term career happiness and success without a belief in what you’re selling? Maybe for a little while – but I can tell you, from experience, it’s a huge struggle to make the sale when even you aren’t buying what you’re selling.
At TriNet, we currently provide human resources solutions to nearly 290,000 entrepreneurs and their employees at more than 11,000 small to medium-size businesses. If there’s one thing I’ve learned from these clients, it’s that they are nearly impossible to sell to without passion. Small business owners don’t have access to expensive data, fancy methodologies, or lots of staff to research every decision they make. They decide what to buy based on gut feeling. They buy not because they’re convinced they need your product but because you’re convinced they need your product – and they trust you. Here’s how to make sure you are always convinced of what you are selling.
Never Sell Products or Services
This sounds a little counter-intuitive, but hear me out: If you want to be successful and increase sales, forget about the product or service you are selling and focus on the benefits it provides. At TriNet, we offer payroll, employee benefits, compliance, cloud technology, and other HR products and services – and we sell none of them! What we do sell to entrepreneurs is freedom from their HR burdens so they can concentrate on achieving the dreams that led them to start their own business. Sell them what they need, not what you have!
I am no more passionate about HR paperwork than the next person. What I am passionate about is helping our biotech clients fight deadly diseases, helping our technology clients invent products that revolutionize our lives, and helping our nonprofit clients assist people in need. Time not spent worrying about their HR issues is time they can spend changing the world.
Disney doesn’t sell animated films or amusement parks – they sell happy families. Starbucks sells an experience that transcends coffee. Figure out what it is you are really selling and find your passion in that.
Create a Culture of Passion
The best way to increase sales is by ingraining an excitement for what you’re selling into the sales culture. People want to be part of a cause – and your job is to make sure they understand the real importance of the work they do. My team makes it clear from the first interview that employees are not just taking a job, but joining a culture with a mission for making a difference in the lives of entrepreneurs. You can travel around the country to our various sales teams and you will notice that each sales rep has a genuine excitement for the work they do. This passion in our sales culture has been key to our success.
Never Forget Your Values
If you take nothing else away from what I’m telling you, heed this advice from my own experience: The day you wake up and are not feeling passionate about what you’re selling is the day you should start to move on. We all have bad days in sales, but we should never feel like our values are not in line with the company or product we are selling. You deserve the satisfaction that comes from being passionate about the work you do. Life is too short to do anything else.