The Truth About Sales, From Someone Who’s Actually Lived It

"Sales is the art of understanding people, and the science of understanding yourself."Kevin Wash

I’ve spent more decades in sales than most people reading this have spent on Earth. During that time, I’ve been spun through life’s emotional tumble dryer on every setting imaginable; success, failure, wealth, poverty, joy, frustration. I’ve been a millionaire, a cautionary tale, a comeback story, and a walking motivational quote , all before breakfast some days.

But here’s the truth: sales is a profession, not a personality trait, not a fallback, and definitely not a dirty word. Like any real craft, it must be studied, practiced, refined, broken, and rebuilt again. You don’t “wing it” in sales any more than a surgeon wings an operation. You train, you learn, you fail, and you evolve.

"They say ‘it sells itself.’ Funny, I’ve never met one of those products.” Kevin Wash

I couldn’t begin to count the hours I’ve spent investing in myself, studying psychology, human behavior, and the art of communication; fine-tuning my attitude and habits; pushing to be just a bit better every day. I don’t live in the nostalgia of “back in my day.” I live and sell in "today".

Here’s a truth many can’t handle:

Your success and your failure both have the same name on them — yours.

Sales can be the easiest, highest-paying profession in the world… or the hardest, lowest-paying grind imaginable. The difference? You.

And while we’re myth-busting, let’s put a few sales clichés out of their misery:

• “It sells itself.” Really? Show me the self-selling product, and I’ll show you the Easter Bunny’s business plan.

• “He’s so salesy.” Translation: “He has confidence and I find that threatening.”

• “Poor thing, they had to go into sales.” Spare me.

  
  

These lines usually come from the comfort-zone crowd — the 90% who’d rather critique than compete. They fear rejection like it’s a disease. Ironically, rejection is the lifeblood of sales. The best in the game are the ones who’ve been told no the most. Rejection and success are partners; they dance together. The pros just know the steps.

Now, about those creative job titles — “growth ninja,” “client farmer,” “revenue striker,” “BDA,” “BBC,” “LMNOP”, all fancy camouflage for the same noble profession: sales. Let’s stop apologising for it.

If someone asks, “Are you in sales?” stand tall and say, “Yes, I am — proudly.”

Over the years, I’ve trained thousands of salespeople. Some went on to build extraordinary careers. Others… didn’t. Was it my training? Possibly. Was it their attitude? Almost certainly.

Anyone who’s sat in one of my sessions knows my opening line by heart:

“I need three things from you — and I can’t enforce any of them: Listen. Learn. Apply. It's really simple, if you are prepared to listen, and learn, and then apply what you have learnt, do those three things, and you’ll succeed. Ignore them, and you won’t. The choice is yours.” Kevin Wash

And that’s the essence of it, choice.I’ll share everything I know, but what you do with it determines everything else.

So here’s my message to anyone in or considering this profession:Sales isn’t a last resort; it’s a launchpad. If you’ve got motivation, grit, curiosity, and the humility to learn , you can build a life others only dream about. But if your attitude stinks, no amount of training will fix it.

And if you’re already in sales but struggling to get traction, reach out.Or better yet, tell your boss to call me.After all, nothing sells itself , but we can come pretty close.

Kevin Wash / VOS Consultants