Salespeople: If You’re Selling, Your Doing ‘It’ All Wrong: How to Get and Keep It Real

Ya Gotta Have Heart!People hate to be sold, but they love to buy. So why are you selling? Your ability to consistently make the sale is enhanced by doing the right things at the right time. You gotta be real, be yourself, have real conversations. How do you make selling real? Stop selling.

"Get a system. Develop a system. "

A sales system will allow you to concentrate on the people involved, and not on trying to get them to buy. You’ll listen better, respond better and you’ll better guide the conversation to a sale. Basing your sales system on the fundamentals I teach and use in my business and all the businesses I work with, allows you to be yourself, relate more deeply to your prospects and encourages them to open up about their real needs.

A sales system will allow you to concentrate on the people involved, and not on trying to get them to buy. You’ll listen better, respond better and you’ll better guide the conversation to a sale. Basing your sales system on the fundamentals I teach and use in my business and all the businesses I work with, allows you to be yourself, relate more deeply to your prospects and encourages them to open up about their real needs.

"Real talk, with real people, about things they really care about. Your sales conversations will hold truth, as the goal. And when you take the selling out of the process, you’re free to concentrate on what’s real for your prospects."

The sales process seeks truth, requires authenticity and helps people find what they need. So why are you selling? If you’re curious, empathetic and you believe in what you’re doing, you don’t need to sell. I’ll show you how to put your heart and your personal values into sales conversations and how to make it feel real and really great. Your sales process needs to allow for these 7 things:

  • Trust
  • An emotional connection
  • Great communication
  • Demonstrable competence in the subject area
  • The ability to set expectations
  • Determination of suitability on both sides
  • An agreement on price

You’ll have these ingredients a higher percentage of the time  if you stop selling.

Effective, Real Sales Conversations = Higher ‘Opening’ Rates

Instead of thinking of the end of a sale as closing the sale, it’s important to change your perspective, by changing your vocabulary. Old school is: ABC Always Be Closing. Loved the movie, Glengarry Glen Ross  but hate the idea of ABC. It feels sleazy and I don’t want to do it in real life. How about instead of ‘closing’ we bring our prospects to the ‘opening’ of a customer experience and the beginning of a new phase of our relationship. Instead of closing the sale, we ‘open’ opportunities based on win/win agreements?

Be True. Be Yourself. Be Good At Sales

People fall in love with concepts/ideas. Salespeople weave dreams. Great salespeople are curious, thoughtful and careful of those dreams.

The process will help you weave a story that is authentic and represents the vision, values, and purpose of your brand. The process allows space for everyone in the transaction to interact honestly and openly. It creates a place, where everyone feels safe. Where dreams evolve and character is critical. Exchanges are meaningful. Emotions and dreams woven into a sales process are compelling and persuasive.

"When you use a process designed to get at the truth and eliminate pressure, you’ll feel great about what you’re doing, you’ll be confident and comfortable. You’ll feel alive, powerful, and in control.

And it really, only works if you align it to your personal values and instill the process with what’s meaningful for you. You can’t be anything but your true self and have this process work. People don’t buy what you’re selling, they buy Why you do it. They will see a phony from the “getgo”.

And it really, only works if you align it to your personal values and instill the process with what’s meaningful for you. You can’t be anything but your true self and have this process work. People don’t buy what you’re selling, they buy Why you do it. They will see a phony from the “getgo”.

Ya Gotta Have Heart

The process works. It’s based on emotional benchmarks and small commitments at each benchmark. At the end of it you’ll find your prospects asking you: What’s next, how do we get started?

It’s based on being real, being curious, truthful  and evoking desires and emotion around a concept. If you think no one can get emotional about your concepts, then stop. Don’t try to create this process. It won't work for you. If it’s not emotional for you, the best thing you can do is get out of sales.

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