At First, Some Doubted I Could Sell

Initially, there were doubts about my ability to sell. My tactics and methods emerged at a garden center. Although I didn’t have much knowledge about plants, I engaged with shoppers to understand their needs. I then recommended options tailored to those needs. As they shared their feelings about making good choices, their confidence grew, and they were ready to purchase. I realized that every successful sale centers on the customer, not the product, and that curiosity is the starting point of all sales.

My journey began at IBM, where I worked in operations instead of sales. The company instilled in me the importance of respecting everyone and making ethical choices. At IBM, successful sellers possessed key characteristics, and applicants were assessed based on these traits. Those of us in operations were typically excluded from the sales talent pool. Despite this, I made a bold transition into sales, facing mixed reactions. It was a leap of faith—some said, "It's about time," while others doubted my potential. Yet, that leap, inspired by my garden center experience, paved the way for years of sales accomplishments.

Today, I leverage both of these experiences to assist founders and CEOs whose success relies on inspiring change—transforming prospects into clients. Good selling is not accidental; it is intentional. It begins with curiosity-driven conversations and a genuine concern for the client’s needs. We must listen carefully to understand the current situation, the necessity for change, and the desired outcomes. Only then can we determine our potential to help. After all, how can we claim to know the solution without first grasping their perspective?

When a prospect feels recognized and perceives a compelling alternative, their mindset shifts from "I'm not sure" to "Let's get started."

To build a better world, purposeful sellers must drive change. Elevate your impact and revenue by adopting curiosity-driven, client-focused selling. See better results.