I love asking teams, especially sales teams about their perceptions of sales. Many of them, especially those not directly involved in a sales role, often have less than savoury things to say about sales – perceptions such as pushy, sleezy, untrustworthy, inauthentic.  Very rarely do I hear positive perceptions, which is disappointing.

I often share with teams that sales is the ultimate form of service, and can be not only very lucrative, it can also be a profession of high integrity, authenticity and trust. And one of the key pillars around this is understanding that the sale actually doesn’t start until after the sale is made. That is the topic for today’s episode.