Do You Believe In What You’re Selling?

Do You Believe In What You’re Selling?

If you do believe in your product or service, great. If not, why are you selling it? I’m not saying you should immediately quit your job. First, determine if you have good reason not to believe. Have you done your research? Do you understand why you don’t believe, and is it reasonable?

Is Your Disbelief Justified?

I was once VP of operations for a mid-size B2C company. Our products were not the cheapest in a very competitive market place. Because of this, a salesperson would occasionally question the pricing, which if not addressed, would lead to loss of belief in the product, service, and company. I easily believed in the product because the price included a higher-end product, a nationally recognized award winning service department, and outstanding installation crews. The company attracted and kept the best employees because, in an industry that was primarily sub-contractors, they offered full-time year round employment, competitive wages, and full benefits. I never hesitated to explain to a customer, or a salesperson, that part of the price was taking care of the employees who would take care of them. Have you done your research? Is your lack of belief justified?

If You Don’t Believe, What Should You Do?

Determine why you don’t believe, follow up with research, and tell your boss. Wait, what?…tell your boss you don’t believe in one or more of the company’s products? Yes. Give them the opportunity to show you why they believe in the product. It could be that management is unaware of the faults in their product and needs to know. Unless you’re a sociopath, you will not be very good at selling a product you don’t believe in, you will be unhappy, and if management can’t assuage your concerns, do you really want to work there?

Do You Believe in Your Company?

At TKO Graphix, we’ve discontinued product lines because we didn’t believe in them. In some cases, an employee has brought it to management’s attention. It’s in the best interest of any company to maintain an open line of communications about product quality. If a product doesn’t solve a customer’s problem, it becomes a problem for the provider. Either the organization spends money servicing the problem, loses the customer, or both. If you believe in your company, give them a chance to fix the problem, and if they don’t, is it where you want to work?

If you don’t believe in a product or service your company offers, do something about it. And if you find your disbelief was unwarranted, or your company fixes the concern, you’ll learn that belief in your company, products, and services is a constant source of enthusiasm you can share with your customers.

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By |2013-01-16T10:04:59+00:00January 16th, 2013|Sales & Marketing|

About the Author:

Randy Clark is the Director of Communications at TKO Graphix, where he regularly blogs for TKO's Brandwire. Randy is passionate about social media, leadership development, and flower gardening. He is a beer geek and, on weekends, he fronts the rock band, Under The Radar. He is the proud father of one educator, one principal, has four amazing grandchildren, and a public speaker wife who puts up with him. His twitter handle is: @randyclarktko, Facebook: Randy Clarktko, Google+: Randy Clark on G+

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