Tuesday, November 20, 2012


A couple months ago I switched professions after being a software technologist for 22 years.  I started the transition about 10 years ago when I moved from being a software engineer to a sales engineer. I've fully made the transition into sales now in a new role with my current employer.  I'm still in the software business, but now I'm selling the professional services around deploying enterprise application software.

Selling as a profession sometimes has a bad reputation because nobody likes being "sold," as in manipulated into buying something they don't want or need. That sort of "sales" gives true sales professionals a bad image, and it isn't really sales, and it certainly isn't professional.

In this article on 8 habits of remarkably successful people, I was pleased to see that habit 7 is selling. Successful people know how to sell even if they aren't sales professionals. Here's the excerpt from the article:

I once asked a number of business owners and CEOs to name the one skill they felt contributed the most to their success. Each said the ability to sell.

Keep in mind selling isn't manipulating, pressuring, or cajoling. Selling is explaining the logic and benefits of a decision or position. Selling is convincing other people to work with you. Selling is overcoming objections and roadblocks.

Selling is the foundation of business and personal success: knowing how to negotiate, to deal with "no," to maintain confidence and self-esteem in the face of rejection, to communicate effectively with a wide range of people, to build long-term relationships...

When you truly believe in your idea, or your company, or yourself then you don't need to have a huge ego or a huge personality. You don't need to "sell."  You just need to communicate.

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