Selling is Helping: A New Mindset for Non-Traditional Sellers
If you’re a customer service rep or project manager, or really anyone who’s suddenly been asked to “sell”, you might be feeling a little…grossed out.
You’re not alone.
When most people hear “sales,” their minds immediately flash to that pushy, used-car-salesman stereotype. We get it. Nobody wants to be that person, and honestly, that’s part of why sales gets such a bad rap.
At Factor 8, we actually surveyed sellers and asked them what they associate with being in sales. Guess what? Even sellers had some negative words pop up!
Feeling hesitant about selling doesn’t mean you’re broken, it means you’re normal.
But here’s the truth: sales today is different. And if you can shift your mindset, you’ll not only survive it, you’ll thrive at it.
Why We Fear Sales
Let’s rip the band-aid off with a hard stat: Only 3% of people trust salespeople, according to a HubSpot study.
(Still slightly better than politicians though, so there’s that.)
Add to that another eye-opener: 75% of people fail out of sales.
Why? Because they’re doing it wrong.
The old-school “convince and push” sales approach doesn’t work anymore. It feels bad for the buyer, and honestly, it feels bad for you too.
Reframing Sales: Selling Is Helping
Here’s your new mantra: Selling is helping.
Think about it. People love to buy. Buying is exciting! But when we feel “sold to,” we lock up. We get stuck in research mode. We overthink. We hesitate.
That’s where great sellers — helpers — step in.
Instead of pushing products, you help people move forward.
You help them:
- Get unstuck from analysis paralysis
- Weigh options and make smart decisions
- Solve real problems
- Reach their goals faster
When you shift your mindset from “closing deals” to “helping humans,” you’re doing sales the right way. And it feels really good.
Why Your Role Matters More Than Ever
Marketing is doing more heavy lifting these days, using websites, social media, and chatbots to educate and engage buyers before they ever talk to sales.
But there’s still a critical moment when a human being (you!) needs to step in.
Because when it’s time for a customer to:
- Talk through options
- Ask tough questions
- Get real-world advice
- Feel confident in their decision
A human helper beats a chatbot every time.
And it matters…a lot.
Studies show that a customer’s experience with their salesperson has more impact on their loyalty than product features or pricing combined.
Translation: You make a difference.
Quick Gut Check: Are You Selling or Helping?
Ask yourself:
- How much of my conversation is about my product?
- How much is about their goals?
The more you focus on helping your customer accomplish their goals (not just selling your stuff) the better you’ll feel about selling.
(And the faster you’ll climb the leaderboard.)
Selling isn’t about being slick. It’s not about tricks. It’s not about pressure.
It’s about connecting with another human being, providing them value, understanding their goals, and helping them get there.
If you embrace that, you’ll not only feel better about sales, you’ll love it.
So go ahead, proudly say it: