Ask the Sales Pro: Why Do I Have to Sell?

Dear Sales Pro,
I’m an engineer who has been reluctantly thrown into sales due to a company restructuring. I guess I’m feeling remorse because this isn’t what I signed up for, but if I don’t figure out how to sell, I’ll be looking for a new job. I just don’t feel like I have the personality for sales. The problem is, my area of expertise is specialized and there are no other jobs in the immediate area.
What’s your advice?

Signed, 
Engineer in Exeter

Dear Engineer:
Welcome to the new world economy! With your credentials, you’re lucky they haven’t replaced you with someone in India or the Philippines.

The good news is that selling is a skill, not a personality. Anyone with the desire can learn to sell. In fact, engineers make some of the best salespeople because you have the technical knowledge, have tremendous credibility, and are not the usual business person that the client expects to call.

I would sign-up for some type of sales training that will give you the skills and the confidence to make it happen. You’ll be amazed at how easy it becomes with some practice. You might even have some fun in your new career.

Good luck and great selling!

Dear Sales Pro,
I work for a healthcare provider in the marketing department. With this competitive industry, we have been tasked with selling our services to doctor’s offices and businesses. I’ve never sold anything before and so I’m not sure what to say when I cold call. Do you have any pointers?

Signed, 
Frozen in Farmington   

Dear Frozen:
You’re not alone; healthcare is one of industries that has realized very quickly that someone has to “sell” services rather depending upon traditional marketing and advertising.

The best way to get started is to meet with the rest of your marketing team to clarify “who” is the target for your services and “why”. After a little research, and  a clear picture of who can benefit from your services, your job becomes one of educating your prospect about their choices in health care.

When you pick up the phone to cold call, your approach is one of making sure they are better informed about what’s out there. Think of yourself as an educator. Write a sample script, practice it on your colleagues, friends, your dog and before long, you’ll be making new friends over the phone and the business will follow.

Good luck and great selling!  

Have a sales question? Contact us at salespro@salesprotocol.com