When my friends and family describe what it is that I do for a living, they will describe a creative guy that makes videos and websites. In reality, I am a sales person. I can try and dress up my “sales” title by calling myself “Founder and Creative Director” but in reality, I am a sales professional to the core.

Many of my peers seem almost ashamed to say that they are in sales. I think it comes from the stigma of what the public thinks of sales people to be. Let’s face it when most people think of sales guy, they picture a fast talking, slick guy in a bad suit saying everything you want to hear just to get the deal.

When my wife and I were dating, I accompanied her to buy a car. The sales guy was pushing and shoving to get the deal. When we were going to leave, the sales manager refused to return her license (which they requested for the test drive) until she sat down to “go over some numbers”. My reaction to this was not very warm. After about 10 minutes of back and forth banter, I got her license and we never went back to that dealership.

I share this story because these guys saw themselves as sales professionals too. I disagree.

A sales professional is one that listens, consults, recommends and walks away from a deal if it is not a right fit for the client. I can almost hear the disappointing groans coming from you sales folk when you read the words walk away. I know it goes against all traditional sales thinking but I have received many referrals from prospects that I walked away from because they respected the fact that I didn’t try and push a product, service or my company to try and get the sale.

When I am speaking with a potential client, the number one thing I focus on is their vision. I research their industry, their competition and really take ownership of their company. By doing this, I put myself in their place and begin to imagine what I would do if I owned this company. I can’t tell you how much clients appreciate when I understand their business and take ownership of their vision.
That is my approach to sales. Because I don’t push and shove, I am more than just a sales guy. So what I do does not seem like sales…but it is. It has taken me over a decade to learn how to do what I do.

So my friends and family will continue to describe me as video, website, mobile marketing tech guy…but at the end of the day, I am a sales professional with a plan.