In sales, there is no such thing as playing dress up. Or is there?
On a sales call/meeting, there is no such thing as playing dress up. A good product/service will always be good and a bad one, will always be bad. Or is it?
Dressing our product/service with tactics like building rapport, transparent frameworks, emotional impact and handling objections, don’t make it a good product/service.
We’re strong advocates of all that encompass sales including all of the above, as long as they complement a “good product”. But the product is what it is, and we still have to sell it. What if it’s not a good product?
“Good” is a subjective term. Every person defines things, people, emotions as “good” or “bad” based on preference. Based on taste. What’s good for one person, might be bad for another.
Accepting a position as a sales rep, comes with only one requirement. A buy-into the product/service so we can remove labels of “good” and “bad” from the situation. There’s no better time than the early days, to do a thorough due diligence:
- Learn all about the company and its products/services
- Understand the industry as a whole
- Follow the company’s online history (no surprise is a good surprise)
- Find the value and the added-value (comparatively) of the product/service we’ll sell
- Buy into the product/service and into the workload that comes with promoting it
If we’re still of the opinion that the product/service is “bad”, should we really be in the front line selling it? We’ re not doing anyone a favour (including ourselves), to be promoting something we don’t have strong opinions of.
Secure your position with a “good” product/service, and you might never really have to sell again.