What feelings or image does the word sales conjure up for you?
For many entrepreneurs, the word sales conjures up an image of a pushy used car salesman. When you combine that image with a self-limiting thought, like “I’m not good at sales” you will fail before you even talk to your prospect.
If you do nothing to change your thoughts and view on the sales process, you’ll continue to be frustrated about missing your sales goals. If you want to continue to do the work you love to do that means you will need to change your mindset about sales.
Sales is not a dirty word. Think of it this way: sales starts with s and so does service. So, sales is about how you can serve your ideal customers. How can you be of service?
Sales is simply about being. Being:
1. A good listener. Find out what’s most important to your client or customer by asking open-ended questions. Seek to understand what they want to achieve or resolve. It’s not about you, it’s about serving them.
2. Unattached to their decision. If you are desperate to close a sale, you won’t close the sale. Desperation is a negative energy that shuts down that reciprocity (or give and take flow) in your conversation with your prospect. Attract your prospect by being unattached, allowing space, and have them make the choice. This produces an empowering scenario.
3. Of service. When you give choices in the way your prospect can do business with you, it shifts the decision from yes or no and go to which choice will I choose in working with you. There are usually pros and cons of each option and it’s up to you to educate them in what is the best choice for them. This is where being a good listener helps you to empower them to make the most optimal decision based on what they wish to accomplish when working with you.
Sales is about being your authentic self, not someone you think you need to be to close the sale. It’s simply about being who you are and being of service.
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