I love marketing is synonymous with Joe Polish.  Along with marketing comes selling. 

Joe Polish is the CEO of Piranha Marketing.  But he is NOT a piranha when it comes to selling. Joe asks, “Is Selling Evil?”

Joe makes a powerful statement right up front …

”Intellectually engaging your prospective customer in something that is good for them and getting them to emotionally commit to achieving that result.”

Very smart.

I knew a guy who had a business called ANHUSS which was code for “Ain’t Nothing Happening Unless Somebody Sells Something.”  I believe ANHUSS was based in Austin, Texas.

In the book Crossing the Chasm the primary focus is on the “killer seller” who must sell to the client before the “farmer server” can service the client.  It is about focus. 

In the movie, Glengarry Glen Ross about real estate sales people the pressure and cut throat attitude was prevalent.  Here’s the how the pressure to sell was presented with three prizes in the sales contest:

Blake: We’re adding a little something to this month’s sales contest. As you all know, first prize is a Cadillac Eldorado. Anybody want to see second prize?
[Holds up prize]
Blake: Second prize is a set of steak knives. Third prize is you’re fired.

A more famous line from the movie from sales manager, Blake, is:

Blake: A-B-C. A-Always, B-Be, C-Closing. Always be closing, always be closing.

Yes, sales people often get a bad rap.  If the product or service you are offering is a mismatch to the prospective customer and you continue to sell without developing rapport, or finding out about their true needs then you become an evil salesperson.  Don’t. 

Invest the time to find out more.  Just because you have a “leads list” you still need to qualify and ask appropriate questions.  Sell them something that is good for them.

#LikesUP for Selling!