While on a sales call, I thought to myself, this guy has a real problem and probably doesn't even know it. But who am I to interrupt the sales call and tell him how to do his job? So rather than interrupt him, I figured my observation would be of greater benefit to you.

Your Hidden Problem on Sales Calls

Last week, I was evaluating different software tools. I was looking for the kind that allows you to publish content across different channels. I was merely looking for a lightweight solution to manage the modest footprint of my local sales club. However, this one particular salesperson clearly didn't get that. Now, since I personally am in sales, I am very deliberate when I talk to other salespeople representing products I'm evaluating. I give them as much information as possible, so they can really sell me on why their product may be a good fit. And on this particular sales call, I had done the same.

He had all the information necessary to sell me on the best software tool for my specific use case. Unfortunately, the best tool for my use case was not the product he was selling. But in his mind it didn't matter. He was still going to sell me on the product's ability to publish, track, analyze, respond, engage and manage content. When really, I just needed the publish functionality. And therein lies the problem, hidden in plain sight to the salesperson. You don't want to help your prospect bad enough.

What You Really Want

You want to make money. You want to keep your job. You want to go home. You want to watch House of Cards. But you don't want to help your prospect bad enough. This guy actually understood what I needed. But he wanted me to pay for something I didn't need. Something I wouldn't even use.

For him, it meant another sales commission. To make more money. To keep his job. But certainly not to help me. His desire to fulfill his own personal wants far exceeded his desire to help me, the prospect. Now, I imagine you are skilled at sales. Particularly since you are reading the Salesforce blog. And because of that, you probably don't have this problem on sales calls. But maybe you do. Maybe you do and don't even know it. Well, here's the best way to find out if you do have this problem.

How You're Going to Find Out

Think back to the last time you spoke with a prospect. A prospect that was not qualified to buy your product. Think back to the moment when you realized they weren't the right fit. Did you tell them? Because if you didn't, than it might mean you have a sales problem. That's how you know. 

If you really want to help your prospects bad enough, tell them what you actually think is best for them. Even if that means you recommend someone else's product. You will find, just by virtue of helping your prospects to your fullest extent, your own self image will grow stronger. Which in turn, will result in a greater self confidence. And your improved self confidence will serve as the fuel in your sales engine to transform your sales results. Just remember, it doesn't happen overnight. You have to work at it.  

Senator Club is a social club to help entrepreneurs and sales professionals get good at sales. Founded in 2013, the club is designed to educate members on modern day sales strategies, using modern day sales technology. Based in San Francisco's rapidly growing startup scene, the club is led by founder Ian Adams. Visit Senator Club to learn more and become a member of the club.

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