A little over a week ago, I wrote about the work that I was going to do to start prospecting. I have made a lot of progress. I have a list of people who I should be connecting with. I have also come to realize that what I am offering is extremely valuable to them.
In this case, I am offering a course on project management for non-profit organizations. When organizations can deliver projects well and consistently, they will be able to take predictable steps towards their goals as an organization.
Selling is a hard thing to do. It is difficult because a sales-connection is a connection challenges people to change the way they are. Humans are hard-wired to avoid change. This avoidance of change is why everyone tries to avoid a salesperson because they don’t want to be talked into a change they aren’t ready for. Think about the last time you went into a furniture (or clothing) store when you knew exactly what you wanted. Did you avoid the salesperson or clerk in the same way that you do when you are ‘just browsing?’ Most likely, when you know what you want, you talk directly to the sales staff about it. You don’t avoid the salesperson because you aren’t avoiding the change.
Sales People As Change Agents
A good salesperson is a change agent. They have something that will benefit the customer, and they can help the customer benefit from that change for their good. I want to be the type of salesperson who is there to help others be better.
Jia Jiang wrote the book 100 Days of Rejection about rejection therapy. I still don’t want to be rejected. I’m excited to be a change agent, but I’m not enthusiastic about being told no. And so, for now, I have allowed myself to say no, and I have not reached out to the people who I could help change for the better.
Rejection is scary.