Every now and then I receive an email or a comment from a subscriber that just makes me chuckle. Chuckle may not be the right expression. Actually these comments make me shake my head in amazement at the people who are in this industry.

I'm speaking of sales of course.

I received an email the other day that someone had unsubscribed from my newsletter list. When a person unsubscribes, they are given the option to leave a comment as to the reason they are choosing to not receive my newsletter.

The reason this person gave was "You are always trying to sell me something".

I don't know about you, but the reason I'm in sales is to make a living by selling a product or service to a specific group of people. If I have a product or service that provides value to a specific group of people, I feel it's my duty to get that product or service in to the hands of those people.

As a matter of fact, if I didn't do what ever I could to help those people understand how my product or service will enrich their lives, I am actually doing them a disservice by not attempting to get them to use my product or service.

Would you agree with that?

Subscribing to any of the free services I offer; my newsletter, my mini-course or my free sales training articles, only requires you to enter your name and your email address. You are not required to purchase anything. You can take all the free information I give you and use it how ever you like, and you can unsubscribe any time you don't want to receive my free stuff.

I believe I provide valuable tips and articles for free, and if you read them and apply what you have read, they will make you a better sales person.

You are never required to purchase anything from me, and I will still continue to send you free tips every single week.

I send out this information because I love helping sales people become better at what they do. I also send this information in the hopes that some of you will see the value in the free stuff, and make a decision to take your sales to the next level and invest in my products and services.

Many sales people, when posed with the question "You're not trying to sell me something are you?", will respond with "of course not!"

Now, let me ask you; why are you in sales? Are you in sales to be a professional visitor with your prospects? Are you in sales to spend your days meeting with prospects to give them free advice and information so they can buy from one of your competitors?

You may answer no to these questions, however, your attitude in approaching sales may say something all together different.

Or are you in sales to provide your product or service as a valuable solution to your prospects problems?

So, how are you approaching your prospects? Are you approaching them with the intent to dig deep and find the problems they are facing on a regular basis? Are you then showing them the benefits of your product or service and how it will provide them with real value and solve their problems? If you love what you do, sales I mean, and you believe in the product or service you are selling, then you should do every thing you can to get your product or service in the hands of the people it will benefit the most.

Or are you there just to pass the time of day? Are you afraid to ask questions that will uncover their needs and then provide them with your product or service as the solution, and truly become a hero in their eyes?

Which sales person are you?

I can imagine if your in sales to make a living, you would surely want to fall in the first group. If you don't fall in the first group, there's no time like the present to make the switch.

Develop a real passion for the product or service you sell. Then seek out every person you can find who could benefit from what you're selling. Use the steps in the sales process, and use that passion to close the sale.

And if a prospect asks you if your trying to sell them something, respond and say, "Only if it will benefit you".

About the Author

Jim Klein helps salespeople fine tune the sales process so they can confidently close more sales and create long term relationships. Get free sales training by subscribing to our free newsletter "The Sales Advisor".