By Paul Reilly
Have you ever used the word just in describing your profession? For example, “I’m just a salesperson.” Or “I’m just a customer service rep.” My basement recently flooded, and the insurance representative said, “I’m not sure how that process works; I’m just a claim specialist.”
Using the word just unintentionally downplays your role. By definition, just means simply, only, or no more than. Does using the word just, subtly reflect a broader attitude toward what you do? If so, that seems like a half-hearted way to view one’s profession; to be a just anything.
What if your profession was more than just selling product?
I believe good salespeople don’t just sell; they change the world. If you’re rolling your eyes, stay with me for a moment. In a small way, every day, salespeople positively impact their customers’ world. I hear these stories every week in my seminars. Here are some relatable examples.
The seller who took that late-night call, secured the material, and kept the operations running smoothly—his action positively changed the customer’s world.
The seller who left her own baby shower to support a customer. The customer’s facility was at a standstill—she showed up and made a difference.
An equipment seller who refused to quote a project, believing it was doomed to fail. He sold his customer on not moving forward. The project moved forward with another investor and supplier, but eventually went bankrupt. His recommendation shielded the customer from a significant loss.
You have your own stories. These stories are rooted in memory, then sprout at sales meetings and weekly calls. These stories nurture our souls, embolden our efforts, and build customer bonds. As one seller said, “Sometimes, it just feels good to know you made a difference.” Yes, it does feel good.
But what about all the other times we make a difference? The fond, feel-good memories overshadow the mundane, daily grind of our profession. Consider the small examples, the value that produces an impactful result you never see. The impact is not profound or noticeable, but it’s still there.
For a moment, think of all the problems that never occurred because of your recommendation. Think of that safety incident that was avoided; you helped replace suffering with a sigh of relief. Imagine that worker looking at his friend and saying, “Whew! That was close. Are you okay?” And his friend answers, “I’m fine.” He’s fine because of you.
Consider the executive, who reluctantly invested in your premium solution, says, “I’m glad we decided to work with XYZ. That would’ve been a costly mistake if we didn’t invest in their solution.”
It’s okay—and even necessary—to daydream about the impact you cannot see. The value you create is real, even if the impact is distant. Every small act of value is like tossing a pebble into a still lake—the ripple begins quietly, then travels far beyond what the eye can see. The ripple from last week’s pebble may impact the customer two years from now.
What if your impact is greater than you thought? What if you were more than just a salesperson? If so, would you sell differently? Great salespeople positively change this world. I see it every week. Their impact extends beyond the product they provide or the service they sell. Their broader impact leaves a legacy and changes the world.
The value you create has a lasting impact. The path you travel may not seem profound or life-changing, but know that your value matters. The path is not always easy, but it’s meaningful. Your legacy is not just the President’s Club trips, quota-crushing years, and accolades; it’s measured in the impact you leave—seen or unseen. Reflect on your role. Realize your personal value is impactful. Even if you can’t see the results, the impact is real. And it matters.