The sales industry earned its reputation in the 80s. It was the “Wild West”—an era of zero compliance, no oversight, and “closers” doing whatever it took to get a signature. This is why sales is a dirty word today.
But if you haven’t changed with the game, you’ve already lost.
The Death of the Scripted “Trick”
Back in the day, the salesperson held all the cards. Today, the person you’re speaking to often knows as much about the product as you do. You can’t hide behind a script anymore.
Modern sales isn’t about “dirty” tricks; it’s about driving commitment and personal accountability. If you can’t be honest with the man in the mirror, you have no business trying to be honest with a prospect.
READ: Sales Skills: The ROI of the Field
Why Sales is a Dirty Word
The reason why people usually hate sales is that selling used to be about performing a role. Far different from what it actually means. Which is: building character.
In sales today, we teach that you have to see the person in front of you before you ever try to sell them a thing.
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Character over Charisma: Charisma gets you in the door; character keeps you in the room.
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Fix the Man: If your life is a mess, your sales floor will be a mess.
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The Results Follow: Success is a side effect of your daily standards, not a gamble.
Stop focusing on the “close” and start focusing on the commitment.
Along with the world, the industry is ever evolving. And those changes don’t start in corporate boardrooms…They’re being built here. Day by day. Bring by brick.
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