The One Big Question Every Sales Person Needs to Answer

linkedin-sales-navigator-YDVdprpgHv4-unsplashDespite what you might have read, sales success isn’t a skill only a lucky few are born with, a science, or an art form. Anyone has the potential to sell, and to sell well. The truth be told, selling is less about skill, processes, and following a set of rules and more the natural outcome of the condition of your heart and ability to connect with people. If you want to improve the outcome of your selling efforts, you should first take inventory of who you are and your motivations. Selling starts with you, and all that follows flows from who you are.

Who are you?

A few questions to get you started:

  • What are you core values, strengths, and weaknesses?
  • What attitudes, motivations, feelings, thoughts, beliefs, and worldview do you hold?
  • What are your skills and competencies?
  • How do you show up to others?

You must get in touch with your authentic self. Why? Because you will either choose to drive on who you are or do some hard work to change. You can’t fool people. Humans have natural Geiger counters when it comes to assessing and judging people. They may or may not be able to explain why they feel the way they do about certain people, but they instinctively know whether they like or dislike a sales person or even perhaps even worse have no preference.

What’s the big question that every sales person should ask themselves? “How do I make people feel?” Sales is fundamentally one person saying yes to another.

  • Do they trust you?
  • Do they believe you are competent?
  • Do they believe you have their best interest at heart?
  • Do they believe you are searching for the win-win and not the salesperson take all?
  • Do they believe you are authentic in your interactions with them?

The answers to these questions can’t be faked, because they all stem from a salesperson’s heart. Successful selling starts with showing up authentically, so you can genuinely connect with the customer. If you need help exploring, working on, or connecting your authentic self with selling, reach out for a conversation.

About the Author: Sandra Dillon is a professional coach with an extensive background in leadership and business consulting. She administers DISC® and Myers-Briggs/MBTI® testing, designs and facilitates workshops, and coaches both individuals and teams. She has a passion to help people be the best versions of themselves. You can learn more about Sandra or engage her as your coach by reaching out to her at or visiting her website at