Sales, we’re going there today! If you’re already squirming at reading the s-word, stick with me. Because I promise this isn’t your typical sales pep talk.
Whether you like it or not, sales is part of your daily life. It’s so much more than just closing deals. It’s about communication, connection, and persuasion in every aspect of life.
As a parent, you’re constantly negotiating with your kids. In relationships, you’re “selling” your ideas, preferences, or plans. Even in everyday conversations, you’re influencing others in one way or another.
Yet so many of us shy away from identifying as salespeople. We label ourselves as entrepreneurs, authors, consultants, dentists, attorneys, or coaches—anything but salespeople.
However, it’s not a question of if you are a salesperson (you are). It’s a question of whether you’re doing your sales job well.
Here are six traits that can help you embrace your inner salesperson and excel at sales, both at work and in life.
(These insights were inspired by my conversation with bestselling author and sales expert Dr. Cindy McGovern on the Influential Personal Brand Podcast.)
1. Be Ready for Opportunity
The best sales happen when someone has a problem or need, and you’re the person who can solve it. For this to happen, you have to notice the opportunity first.
This means staying aware, engaged, and open to conversations. Opportunities don’t always show up in obvious ways. They could happen in a casual conversation at a sporting event, a cookout, or even in line at a coffee shop.
For example, one of the best business relationships I ever developed started when I overheard someone talking about their struggling sales team on the bleachers at a softball game. I happened to be reading a book on sales at the time, so I turned around and started a conversation. That single moment led to a multi-year client relationship worth six figures—and a lifelong friendship.
To be ready for opportunities, you need to:
• Know the problem you solve.
• Be aware of your surroundings.
• Listen actively and engage authentically.
If you’re not ready, opportunities will pass you by.
2. Have the Courage to Engage
Awareness is great, but it’s useless without action. To excel at sales, you have to have the courage to ask questions, start conversations, and put yourself out there even when it’s uncomfortable.
Too often, we let fear hold us back:
• Fear of rejection.
• Fear of looking awkward.
• Fear of not knowing what to say.
But most great opportunities begin with a simple question or comment. In the softball example, all I said was, “I didn’t mean to eavesdrop, but I heard you talking about sales and I’m reading this book…” That small act of courage led to something much bigger.
You don’t have to dive into a hard sell right away. Just be curious. Engage with people. Ask questions.
3. Be Okay with Hearing “No”
Not every opportunity will work out. And that’s okay.
Rejection is part of the process, but it’s not personal. Most of the time, a “no” isn’t about you. It could be about the timing, budget, or other factors outside your control. Accepting “no” gracefully is about confidence and resilience.
Use every “no” as an opportunity to learn. When someone declines, ask for feedback. Say something like:
• “I totally understand. Can I ask why this isn’t the right fit right now?”
• “What could I have done differently to meet your needs?”
This transforms rejection into research. The insights you gain can help you improve your approach, refine your pitch, or better understand your market. And remember, a “no” today doesn’t mean “no” forever. Timing is everything, so keep the door open for future opportunities.
4. Move On When It’s Time
Early in my sales career, I loved hearing “maybe.” It felt like hope. But looking back, I see how much time I wasted chasing people who were never going to commit. Hearing “no” can actually be a blessing—it frees you to move on and focus your energy on people who are ready to work with you.
Be discerning. Don’t get stuck in an endless cycle of follow-ups with lukewarm prospects. Instead, spend your time finding the people who truly need and want what you offer.
5. Be Grateful for the “Yes”
When someone says “yes,” it’s easy to move on to the next goal or the next client. But don’t take those yeses for granted. People are not numbers, quotas, or revenue. People are people, so treat them as such.
Take time to show gratitude for the people who choose to work with you. Build relationships with them. Check in regularly. Make them feel valued and appreciated.
6. Be Diligent in Following Up
Follow-up is where the magic happens. It’s not enough to have one great conversation and hope for the best. You need to stay consistent and intentional with your follow-up efforts:
- For prospects: If someone says, “Send me more info” or “Follow up later,” put a system in place to stay in touch. Schedule a reminder. Don’t let potential opportunities slip through the cracks.
- For clients: Don’t disappear after the sale. Stay engaged, build trust, and continue nurturing the relationship.
Follow-up isn’t about being pushy, it’s about being present. The best relationships are built over time, with consistent touchpoints and genuine care.
Sales Is About Relationships, Not Transactions
At its core, sales isn’t about closing deals. It’s about building connections, solving problems, and creating value. Whether you’re negotiating with your kids, advocating for a cause, or growing a business, sales is a skill you use every single day.
So embrace it. Love it. Hone it. The better you get at sales, the better you’ll get at life.
If you want to hear more insights on this topic, be sure to check out my conversation with Dr. Cindy McGovern on the Influential Personal Brand Podcast.
Want Sales Skills that Actually Help You Sell?
If you want to develop your sales skills and build a personal brand that attracts the right clients, Brand Builders Group can help. Schedule a free Brand Strategy Call today to get sales skills that actually help you sell.
