Sales is hard enough on its own. Nevermind the fact that most salespeople can’t get out of their own way, which hinders them from achieving success. Keep in mind — everyone is a salesman. You’re selling your mate on getting married, selling your coworkers how much you love football, selling your congregation on giving or the Gospel, selling your friends on the latest Netflix series, etc. Although this blog is written for those who are in a career revolving around commissionable sales, everyone can get something from it if we are willing to apply the principles.
Picture this — summertime is the time for gardens to be bearing the fruit of your labor. Some plant a garden early in the season. They spend time tilling the soil, adding manure, compost, coffee grinds, putting up a fence to keep the animals out, and more. They water diligently and pick weeds every day. This garden will have a crop producing too much for one household, causing the homeowner to give away tomatoes and cucumbers by the basketful. On the contrary, another person plants a garden by simply adding plants to the ground. Some days they water, and some days they do not, and it just doesn’t seem like their garden really produces much of anything.
Many people that are in a sales profession liken it to the lottery; they think if they put in $1.00 worth of effort, they will quickly become a millionaire. Nothing can be further from the truth. In fact, it is more like a garden. There is planting and much caring as well as a lot of sunshine that is required. But the most painful thing is time. Most people give up before a crop is yielded. In sales, it will be harder; take longer; cause more grief; and disappoint, so much more than most expect. It takes lots and lots of hard work.
The garden analogy is just like a sales career. The one who does more than is expected bears a bigger crop. If you work on having a good product demonstration, study your market, know your product inside and out, want to help someone to buy and not just wanting to sell, have diligent follow-through, are polite, ask for referrals, update your notes, ask for the sale, fight for deal — you will have the proverbial baskets of tomatoes and cucumbers to give away. But if you attempt to have a half-hearted approach you will get a half-hearted crop because what you diligently sow is what you grow.