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26 Feb 2009
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Do you remember when you were in school (or maybe your kids were in school) and the school would have a fundraiser? They would ask the children to sell something with the enticement of a grand prize? I LOVED those! I was the excited 2nd grader who gladly, even eagerly walked door to door throughout my neighborhood asking my neighbors to buy a magazine subscription, wrapping paper, candles – anything! - to support my school. But what I really, really wanted was to win those cool prizes they offered in the catalog– you know, the giant candy bar, the new bicycle, or my personal favorite – a $100 bill!!
I asked my mom what she thought drove a seven-year-old to walk blocks and blocks, selling to people she didn’t know. My mom informed me it was all about the recognition and the prize! As Zig Ziglar says, “Personal recognition is the #1 motivator of people.” Even as a little girl I could relate.
Today, though, after 17 years selling in the corporate world, personal recognition is much less important to me than it used to be. I will always enjoy the recognition, but what has taken the place for me is the feeling I get when I know I am selling with a purpose.
My mom continued in her reminiscing by telling me that I was always quite passionate about the products I sold. Whether it was candy bars, greeting cards, pre-need cemetery lots (yes, I actually sold those in college), Kirby vacuum cleaners – the product really didn’t matter much. What mattered to me was whether or not I could believe in it because it did something great for my customers.
How long has it been since you asked yourself if you really, truly believe in what you are selling?
• Does the solution you sell correspond to your personal values and belief system?
• Do you believe selling this product/service will make a positive impact in the personal lives of those to whom you are offering?
Years ago, I made it a point to make a difference in my career. I now experience so much fulfillment in my personal life because I know I am making an impact in my work. Here are a few questions you can ask yourself to determine if you are truly “selling with a purpose”:
2. What is my personal purpose? How does my career/work fit into that purpose?
3. Is it really possible to make a difference in my work?
4. How can I consider ways to move beyond my own personal recognition to concerning myself with the needs of the nations?
I know – to the cynical types this may sound a bit unrealistic – a bit too “pie in the sky.” However, I would challenge you to look around at the truly great salespeople. Those people who have made a name for themselves, not only in their company but perhaps on a regional or national level. My mentor, Zig Ziglar, has spent his career selling us on the proud profession of selling. What makes that profession so noble? We are problem solvers; we have a purpose in what we sell.
You know…nothing ever happens until we sell somebody somethin’ – so we’ve got to believe in what we’re doing. You will be amazed at the job satisfaction you receive when you know you have helped someone else get what they want. Sound a little familiar? Again, I am paraphrasing Zig Ziglar when he says, “You can have everything in life you want if you’ll just help enough other people get what they want.” And if that is your purpose, there is absolutely no way you can go wrong. Just a reminder: Personal recognition – the kind that lasts – will be rewarded long after the sales meetings are over and the awards are handed out. It will come when a customer becomes a client and says, “Thank you – you made a difference. You sold with a purpose – and it changed my life.”
