Sales is Sales No Matter The Industry
People love to say, “Sales is different in [insert industry].”
I disagree. Because no matter what you’re selling, you’re selling to people.
Early in my real estate career, I disagreed with a manager who said,
“Real estate is different.”
I shook my head. She said, “You’re wrong.”
But I’d worked in pharma. Medical sales. Payroll. Real estate. Phone sales.
And I knew: sales is sales.
You work with people.
You get to know them.
You understand what drives them.
You guide them toward the right decision.
That’s it. That’s sales.
In real estate, I learn more walking the streets of NYC with buyers than I do when we are in the listing itself.
They show me what they love, how they live, what home really means to them.
It was the same in pharma.
There was one doctor who shut me down over and over.
One day I just asked, “Do you have a dog?”
We spent 20 minutes talking about dogs.
Later, he started prescribing my product. No pitch needed.
He didn’t change his mind because I sold him.
He changed it because he got to know me and then trusted me.
Sales isn’t about pushing. It’s about understanding.
The sale happens when you stop making it about the sale.
