When you think of sales, do words noble and purpose come to your mind? In this Expert Insight Interview, Lisa McLeod discusses selling with a noble purpose. Lisa McLeod is a Founder of McLeod & More, Inc., an expert on finding purpose in business, keynote speaker, and author of the book Selling with Noble Purpose.
The interview discusses:
- Acting with noble purpose
- Finding the noble purpose
- Being specific about the noble purpose
When we think of salespeople, we usually think of manipulators who only want to reach their target numbers. The truth is that most salespeople do not have bad intentions, but when they get pressured by their bosses to hit the numbers, that is when they become the worst version of themselves. However, the key to increasing revenue is not to change the person but to change the sales language. The research shows that people who serve their clients with a noble purpose do outsell their coworkers who only try to reach their sales targets. People who honestly want to help by being authentic and empathetic with the client can earn the trusted advisor position with the client. Nowadays, the growing question that clients raise is whether a salesperson tries to help them or to close them. So, the distinction that people who act with noble purpose make is asking themselves what difference will make for the customer to do business with them? That way, they shift their focus on the client rather than on their own needs and goals.
Passion v Purpose
The research shows that people who have a purpose but no passion still perform better than people with a passion but no purpose. However, having both passion and purpose is the winning combination. If you have happy clients currently, that means that you already have a purpose in your work, but you have to identify it and name it. Finding a noble sales purpose requires asking yourself three discovery questions. How do you make a difference? How do you make that difference different from your competitors? And lastly, what is it that you love the most about your job?
Specificity at its Finest
In the sales world, specificity is significant, and it means to get clear on how you can make a difference for the client by using the smallest amount of words possible. The noble purpose should be as clear and present in the organization as possible because that is something that we should always be able to come back to once when the chaos or rejection makes us forget while we are doing and loving our job. People who discover their noble purpose are more tenacious, resilient, and prone to put more effort into their work.
John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.