OK, I’ll come right out with it: I despise many of the approaches that are prevalent today about how sales professionals should think and act.

It’s my belief that some of these approaches are not only wrong – they can end up being toxic to the careers and livelihoods of those who use them.

On Instagram this past week, I saw a video from a so-called “sales guru” pushing his online course to help you “close more deals” while wearing a t-shirt that said, “I’m a sales bad-ass!”

• For some reason, I cannot imagine a wife turning to her husband saying, “Honey, who can we get to help us plan for our retirement? Who could best recommend the investments we need for our future?” — and his response is, “How about the ‘sales bad-ass’?”
• Or, “Honey,” he says, “you know, I think it’s time for us to get a new car. What would you prefer?” “I don’t care,” she responds, “as long as we high-pressured into buying one by the ‘sales bad-ass’!”

So, why do we see all these guys – and, yes, they are almost always male (and that’s nothing for my gender to be proud of) – telling you that if you’ll attend their seminar or buy their course they can show you how to multiply your business by ten, fill your funnel with prospects that convert, close any prospect, crush any objections, become a power player in the world of sales and more?

Because, sadly, there are so many people who are desperate to succeed in sales that they will listen to – and purchase – this advice. They believe that if they can only learn that “secret” that the “guru” delivers, they too will have the riches they covet.

Here are three points you need to know – but, probably that you don’t want to know:

1. There are NO secrets to sales success that “they” (whoever “they” are) don’t want you to know. In this time where there are even network television shows displaying how magicians do their tricks…when you can find anything on the Internet…there is no magic bullet that will make sales work that anyone is trying to keep from you.
2. One way to sell more is to become the person you’d like to buy from. Seriously – ask yourself if YOU’D like to deal with the “sales bad-ass” or the guy trying to 10X HIS business but doesn’t give a damn about YOURS? Chances are, you want to engage with someone with a sincere concern about solving your problem and fulfilling your needs. Be THAT person – not the “always be closing” huckster.
3. If you’re learning hard-core sales, you’re learning an outdated model. Do you want the doctor who hasn’t learned anything about medicine since the 1980’s? Then, why do you want to be a sales professional trapped in a by-gone approach? The type of sales these “bro-sales” guys are proclaiming is based upon a time when the salesperson had more information than the customer – which is clearly not the case anymore when we can learn about your products and services online before we talk with you.  And, sales are moving from a transaction model to a subscription model. Today’s sale is not about closing the deal – it’s about opening and maintaining a relationship. No one wants to be in an on-going relationship with a high-pressure, aggressive jerk.

You will do better over an extended period – and will be more appreciated and revered by your customers – if you follow the approach of engagement…rather than the “bad-ass” approach that has become so out-of-touch with the real customers of today’s marketplace.