At some point in your life, you’ve probably been at the receiving end of a traditional sales pitch and, perhaps, you’ve walked away feeling like the prey of a predatory animal. As someone once commented to me about such an experience, “I felt like I was being devoured!”
With all due respect to predatory animals, approaching the process of exchanging goods and services for money with this kind of energy is unnatural and disempowering for both the seller and the buyer. It injects fear into selling, and this is why many wellness professionals dread the process.
A more uplifting understanding of selling is as follows: selling is a service. It’s expressing love for your community members by inviting them to commit to their own well-being. It’s really not self-serving, because it’s not about you; it’s about the gift of transformation you offer. Selling (or as I prefer to call it, “inviting” or “offering”) is a sacred transaction.
Sharing Your Love and Being of Service
In a sales conversation with a prospective client, you have the opportunity to help that person raise her/his energy vibration, which is actually the true purpose of selling and the first step in the transformational process s/he will undertake with you as a client.
Following these steps will help you engage in an inspiring sales conversation from a place of love and service:
1. Align Your Energy
Before you have a sales conversation, raise your own vibration to a place of connection, service and receptivity. Keep your thoughts and emotions focussed on the Higher Purpose of your business; why you’re selling your product or service; the results you’re passionate about helping your clients experience; and how your product or service will do this.
2. Be Curious (Ask Key Questions and Actively Listen)
Ask key questions that allow the prospective client to see, feel and understand the difference between what s/he is experiencing now and what s/he wants to be experiencing instead. It’s only when we confront the contrast between where we are and where we want to be that we’re willing to make transformative investments that propel us forward.
3. Listen for How You Can Help
When you ask the right questions and listen closely to the prospective client’s answers, you’ll be able to discern exactly how you can help, and respond more effectively and intuitively.
4. Highlight the Benefits/Results of Your Solution
At this point, you want to convey the value or transformation that the prospective client can receive from your service or product (your solution). Highlight the benefits – the specific results or outcomes clients experience through using your service or product. Make sure the prospective client understands the value of what you’re offering before disclosing your price.
5. Find Out What’s Really Going On Behind Objections
Sometimes, a prospective client will say that s/he can’t afford your service or product when s/he is really avoiding making a decision. The best way to respond is directly, by asking if s/he needs more time to make a decision or if s/he really wants to purchase your service or product, but is concerned about her/his cash flow.
If it’s a cash flow issue, check with your Guidance to determine if offering a payment plan is appropriate and create a plan that works for both of you. If s/he really is undecided, commit to helping her/him reach a point of clarity and action, whether that’s a “yes” or a “no”.
6. Support Your Prospective Clients in Making the Highest and Best Decision for Themselves and Detach From the Outcome
Spiritual teacher and author Byron Katie says that there are three types of business in the universe: mine, yours and God’s. She also says that “our stress comes from mentally living out of our own business” (2002, Byron K. Mitchell, Loving What Is).
Committing yourself to helping a prospective client tune into their own Higher Guidance and reach a place of clarity and action is being of service; being attached to the decision s/he makes is being in her/his business. The effect will be separation (i.e., resistance). Choose love and trust instead.
To learn more about how to sell your services and products effectively, in heart-centered ways, enroll in The Prosperous Healer’s Path™ Business Success Private Coaching Program. We’ll co-create an enjoyable, effective process for you that will enroll the number of clients you desire, and I’ll teach you how to have sales conversations that feel natural, relaxed and inspiring.
© Copyright 2010 – 2014 Mary C. Davis, ANAM TURAS. All rights reserved.
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