Lessons from High-Powered Salespeople
When you look back through history, you see many significant changes brought about by individuals such as social activists Mahatma Gandhi, Susan B. Anthony, and Martin Luther King Jr.; spiritual leaders such as Mother Teresa; and political leaders such as Abraham Lincoln, Nelson Mandela, and Winston Churchill. All of these individuals were great communicators who knew how to motivate others and change behavior. In the highest sense, they were doing "personal selling."
Some historians might say that calling these historical figures "salespeople" is insulting because they "sold" ideas rather than goods and services. Nevertheless, selling an idea—getting volunteers, votes, and donations—is a form of high-powered personal sales. It is personal because the success of the sales effort often depends on personal one-to-one contact, and such efforts are almost always enhanced by an individual's integrity, credibility, and passion.
Unfortunately, over the years the personal selling of goods and services has become associated with manipulation and high-pressure tactics. Although some people still use these practices, today's professional salesperson usually realizes that partnering with customers and prospects in a way that creates a win-win situation is the most effective personal selling strategy.
Although the historical figures mentioned above didn't "sell" for financial gain (as most salespeople do), their success stemmed from their passion for what they believed in, their ability to understand their audiences, and their ability to communicate and persuade. That passion and those abilities lead to the successful selling of goods and services, as well as causes.
