At First, Some Doubted I Could Sell

I found influence at a garden center. I didn’t know much about plants, so I asked shoppers what help they needed. Then, I offered choices based on their needs. Shoppers would share how they’d feel if they made the right decision. Once confident, they were ready to buy. Every sale is about the customer, not the product. All sales start with curiosity.

My corporate job was at IBM, but not in sales—I started in operations. The company taught me to respect everyone and do what is right. At IBM, effective sellers had critical attributes for success, and back then, applicants were tested for these. Operations people weren't considered part of the sales talent pool. Despite this, I transitioned into sales and received mixed support. It was my leap of faith. Some said, 'It's about time,' while others implied I would fail. That leap of faith drew on lessons from the garden center and led to years of sales success.

Now, building on both experiences, I work with founders and leaders whose success depends on inspiring others to change—motivating prospects to become clients. Good selling is not luck; it is purposeful: lead curiosity-driven conversations and show sincere concern. Hear what is happening, why change is needed, and their hoped-for outcome. Then decide if you can help. After all, how can we claim to have the answer before we understand their point of view?

When a prospect feels validated and sees a valuable alternative, their mindset changes. 'Let's get started' replaces 'I'm not sure.'

To create a better world, purposeful sellers must inspire change. Accelerate your impact and revenue by making curiosity-driven, client-focused selling your main approach.