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I Hate Selling, So Now How Do I Convert Leads?

Written by Mike Schultz
President, RAIN Group

John Jantsch over at Duct Tape Marketing asked me and several other sales industry veterans the following question:

"I hate selling, so now how do I convert leads?"

His readers could then guess which sales author answered the question which way. Now that the cat’s out of the bag, I thought I’d share how I answered the question.

Many people love selling. They find themselves in careers that allow them to sell. They make a ton of money. They’re happy doing it.

They will do it in the rain.
And in the dark. And on a train.

Other folks – professionals, entrepreneurs, corporate leaders – find they love things other than sales, often choosing careers for the simple fact that they won’t have to sell.

They do not like selling.

They could not would not on a boat. They could not would not with a goat.
Not in the dark! Not in a tree!

Their anxiety and fear will not let them be.

Those that turn their sales fortunes around stop hating it.

I wish learning to love sales would be as easy as telling you, “Try it! Try it! And you may,” but it typically takes real work to lose the “I hate selling” baggage you carry around with you.

In Rainmaking Conversations we write about how conversations make the difference in sales success. Mostly, these conversations take place between you (the seller) and someone else (the buyer).

Before you start succeeding in sales conversations with others, you must succeed with the most important conversation of all: the one you have with yourself.

If you hate selling, this conversation starts with examining why you hate selling, where the hate comes from, and how you can turn it around.

Everyone must make take their own first step in this conversation, and find the path that works for them.

But the path always ends in the same place.

I do so like green eggs and ham!

Thank you!

Thank you,


Topics: Consultative Selling