This article delves into my personal journey through the world of sales, from my early fascination with the field to my eventual realization that it wasn't for me. It explores the misconceptions I held about sales and marketing, my discovery of the concept of 'relationship sales', and my eventual shift towards the world of computers and programming.
From a young age, I was drawn to the world of sales. My father was a salesman, and I aspired to follow in his footsteps. At 17, I was under the impression that sales and marketing were synonymous. I pursued a specialized degree in business and marketing, all the while working part-time selling home fire safety systems. However, I soon discovered a distressing fact - I was not cut out to be a salesman. I found the act of selling repulsive, a sentiment that persists to this day.
Despite my disillusionment with sales, I found a new passion in computers. Mainframes, Cobol, Pascal - these became my new objects of desire. I was still intrigued by sales and marketing, but I had accepted that it was a pipe dream. Despite my formal education, I still believed that sales and marketing were one and the same.
I began programming on the side, but my fear of sales and selling my services persisted. In 1991, I stumbled upon a book titled "Marketing Your Services" during a vacation. This book helped me realize that marketing and sales were distinct concepts, and I didn't need to be a high-pressure salesman to market my skills. I discovered the concept of "relationship sales", which challenged my previous understanding of sales.
High-pressure sales tactics are taxing for both the salesperson and the customer. The burnout rate is so high that only 5% of high-pressure salespeople stick with it for life. As a customer, it feels like being lined up for a firing squad - you know it's coming and feel helpless to stop it. This was my perception of marketing until I read the aforementioned book.
In 1997, I discovered the internet. A part of me still yearned for the dream - the "J. Paul Getty" dream. I saw an opportunity and wanted to seize it. Despite time constraints, two jobs, and a demanding family, I slowly learned HTML, Perl, Flash, and SQL. I set up a website to sell what I had learned, but I soon realized that internet sales were not as easy as I had thought. People were inquisitive and skeptical, and I struggled to back up my sales pitch in a more personal manner.
I revisited the book that had previously enlightened me and was reminded of "relationship sales". This concept is akin to "personal branding" and involves building a relationship between the seller and the prospect. I finally understood that selling and marketing were not the same, but they were interconnected and mutually beneficial.
I invite you to join me next week for Part II of this series, where I will delve into the process of building a relationship with your prospect. In the meantime, feel free to visit GreatDesignz or MakingProfit, or drop me an email at wildbill@greatdesignz.com. I'd love to hear your thoughts on sales, marketing, and this article.
If you're interested in learning more about relationship marketing and personal branding, I recommend checking out Rick Beneteau's book, "Branding You and Breaking the Bank". This book offers valuable insights into becoming an internet celebrity and achieving success online. You can check it out here.
I look forward to e-seeing you soon!
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