My Resolution for 2008 -- To Make 2008 The Year We Begin to Wipe Out "Sales"

On this, the second day of the new year 2008, I'm going to throw down the proverbial gauntlet and announce...

2008 -- THE YEAR WE BEGIN TO WIPE OUT "SALES"!

Now before you panic and think, "Great, I just GOT this sales job and he wants to wipe it out", hear me out.  I'm not talking about wiping out the act of putting products and services into client's hands...I'm talking about wiping out the way it's always been done.  I'm talking about getting rid of "sales" as we know it, and replacing it with something else... a new way to see sales...a new way to do sales...a new way to even describe "sales".    I'm advocating an entirely fresh, new and (I think you'll see) very positive approach to selling products and services.

And I'm going to roll out this New Year's resolution with 10 Statements I intend to make the guiding principles of this crusade...and as you read these, think about not only how you currently operate as a "seller", but also your experiences as a buyer...and I think you'll see that the majority of sellers in the world act exactly opposite of these principles...(a link to a word doc of these is available later in this post)

1. I will stop selling products and services...and start developing relationships and partnerships.
2. I will be a doctor first and focus on knowing the client's (patient's) problems, fears, hopes and dreams...before I EVER start spewing product information...which means every relationships starts with a thorough Needs Analysis
3. I will no longer see my self as a salesperson with a client on the "other side"...I will see myself as one-half of a potential partnership, looking for a client that may fit the other half
4. I will stop seeing the buying process as a 'BEFORE THE SALE' and 'AFTER THE SALE' timeline... where I (as salesperson) own the product before the sale and the client owns it after...we both own it before, during and (especially) after
5. I will focus more on how the client is going to USE my product once their part of the partnership kicks in and they start putting the features and benefits to work
6. I will always seek to become my client's most trusted adviser...which means they CAN'T see me as the old model of "seller", focused only on what is good for me. 
7. I will no longer be the shallow seller who only "checks in" when there is a potential sale to be had...I will from now on check-in just to see how my partners are doing in their lives...are there things I can help with?  Are there problems I can solve?  Are they just doing okay in general?
8. I will be known as a partner the client can count on to do what I say I'm going to do, and usually a little bit more
9. I will seek to end the making of cold calls as the only way to develop new business and I'll do it by effective networking, and by forming the type of relationships where my client/partners will be more than willing to give me referrals.
10. I will never rest with my partners. I will never take them for granted. I will consistently look to "raise the bar" with each engagement, each contract period, each passing year.

Like with all new year's resolutions and proclamations there will be lots of fears...and questions...and "yeah, but what about"'s...and that's okay, it's the start of the process of evolution. And the realization that we're not going to get there overnight.  It's going to take tremendous discipline, focus, drive, and strong support "buddies" to hold us accountable.

And that is my personal commitment to you, as your partner in your on-going improvement...I will continue to hold these things up in front of you (and all of us), as a reminder of the path we're on and to keep the ideas at the forefront of our minds in the coming year!

I will be writing much more about these 10 principles over the coming weeks and months...please stay tuned to the blog and my Friday morning on-line radio show GB Live every Friday morning from 8:30-9:00 a.m. Mountain time (just pull up the blog and i'll be there).

Goodbye "SALESPEOPLE"...and Happy New Year RELATIONSHIP-BUILDERS!

P.S.  If you want to download the 10 Statements, you can do so here.

GB's 10 Statements to Wipe Out Sales in 2008.doc