What's in a Word?

My friend Rosa Say on her great blog Talking Story has asked people to weigh in this month on "the Art of the Sale", so here are some of my thoughts.

I've never met anyone that didn't like to buy something. Even if it is someone who doesn't like to go to the mall, or someone who doesn't like to part with their money, EVERYone likes to buy something, be it tangible, or an idea, or something.

On the other hand, many people have stong negative experiences/feelings about being sold. When they hear "sales" they think of buying a car, buying insurance or a telemarketer being a bit too agressive on the phone (apologies to people in these industries, I'm just stating my observations).

The words used and the tactics connected to those words is where the disconnect lies. For many people then, sales or selling is connected with words like manipulation, trickery, force, pressure, tactics, negotiation. Most of those people with those feelings will say they don't feel comfortable in doing sales. No big surprise here.

If people like to buy but don't want to be "sold" then what do they want? I think they want: assistance, help, advice, options, expertise. People don't mind being influenced, they just don't like being forced.

Based on this quick discourse, it isn't surprising that the best salespeople see themselves as experts, consultants, or "assistant buyers." It is why they are successful.

For those who have the negative view of "sales" it is time to get a new set of words in your mind so that you can help serve your Clients and future Clients. Those new words can help you get to your personal art of (and comfort with) sales.

The Seven National Crimes

William J. H. Boetcker, a Presbyterian minister wrote these. I have read them attributed to Abe Lincoln, but from some reading I've done recently, it seems that is a false attribution. Here are what Boetcker defines and the Seven National Crimes:

1. I don't think.
2. I don't know.
3. I don't care.
4. I am too busy.
5. I leave well enough alone.
6. I have no time to read and find out.
7. I am not interested.

Crimes indeed. Rather than thinking about these from the "national" perspective (I'll leave that for bloggers with a different focus), let's think about them as organizational crimes.

1. Too often, sadly, people don't think.
2. While not knowing isn't a crime in itself, it becomes one when it is a closing statement, rather than an opening one. (Are the trainers and Customer Service leaders among us listening?)
3. Giving people reasons to care is one of the most powerful things we can do as a leader.
4. Everyone is busy. But the paradox is that the busiest among us always seem to be able to get one more thing done. Sort of takes the value out of that excuse, doesn't it?
5. Leave it alone, and no change will occur. The problem is, often, it isn't "well enough" to start with.
6. Ever made it ok for people to read on the job? Why not? Give people opportunities to find ways to learn.
7. Interest drives action which is a precursor to achievement. As trainers we need to help people be interested in learning new skills. As leaders we must cultivate interest in our team members.

The critical question is - what will you do to reduce the organizational crime in your organization (or behind your desk)?