Archives for February 2013

FREEDOM FROM SELLING FEAR

FreedomPublic speaking may be the most feared human activity, but I bet selling is in the top ten!  Freeing ourselves from selling fear and negative thinking is the foundation of learning to enjoy and succeed at selling.

THE BIG 5
Last week I posted the only 5 things we need to be happy and successful sellers:

  1. Free yourself from fear and negative thinking.
  2. Tap into your personal passion.
  3. Create your Speaking Bank.
  4. Make sales promises you can guarantee.
  5. Master the 10-point Honoring Sales Conversation.

This week, we focus on #1.

FREEDOM FROM WHAT?
Fear and negative thinking about selling takes many forms. The voices can be shouts or whispers, angry or shameful, covert or overt. Negativity has a million ways of expressing itself. Here are just a few of the most common:

  • Selling is sleazy and manipulative.
  • I don’t know how to do it, and I don’t even want to know.
  • I shouldn’t have to do it. People should come to me.
  • Nobody is going to want what I offer.
  • I don’t want to be rejected.
  • I’ll make a fool of myself.

When we talk to potential buyers with all this rattling around in our minds, selling rarely ends well. [Read more…]

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THE ONLY 5 THINGS YOU NEED TO BE A HAPPY, SUCCESSFUL SELLER

gift offering 2We need both “happy” and “successful.” “Happy” without “successful” may be fun, but we can’t count on it to pay the rent. “Successful” without “happy” is a recipe for burnout and grimness. People often think that combining “happy” and “successful” is like patting your head and rubbing your stomach—but actually, it’s the simplest thing in the world.

THE 5 SIMPLE “TO DO’S”
You just need to do 5 things. They may seem big at first, but they are very simple if you break them down and do them systematically. The Soul of Selling gives you step-by-step exercises that lead you through these 5 items. If you simply answer the questions in the exercises, you will have done all 5 “happy and successful” steps.

1. Free yourself from fear and negative thinking. This is the most important step. It liberates you from thoughts like: “Selling is sleazy and manipulative.  I don’t know how to do it, and I don’t even want to know.  I shouldn’t have to do it. People should come to me.  Nobody is going to want what I offer.”

2. Tap into your personal passion. [Read more…]

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THE 3 “BOTTOM LINE” SELLING PRINCIPLES

3 CIRCLES HONORThe Soul of Selling method is based on three principles:

Honor yourself.
Honor others.
Honor what you offer.

The 6 steps of The Soul of Selling are designed to support these three principles. What do they mean?

HONOR YOURSELF
There is no “right way” to sell, so don’t worry about doing it “right.” Just be your authentic self, and relax into genuine, heartfelt relationships with people. Nobody does “you” better than you do. Let your generosity of spirit rise to the surface, and give yourself the gift of relating to people based on your genuine enthusiasm, your integrity, and your sense of joy. Play full out, be a true stand for what you offer—and never do anything that doesn’t feel right to you.

HONOR OTHERS
This simply means seeing the best in people, and continuing to look in that direction regardless of what happens in your conversation with them. It means serving, respecting, and appreciating them—whether or not they buy—and being their coach until they reach a decision. Then it means honoring that decision, even if it’s “no.” Sometimes “no” is “yes, but later.” People are far more likely to come back if they feel good about how your conversation ended, and if they know you relate to them as a person, and not just another “sale.”

HONOR WHAT YOU OFFER
Each time you go out to sell, spend a few minutes reconnecting with the value of what you offer. Rediscover what you love about what you do.  If you are “selling yourself,” remember that:

  • You are offering the gift that you’ve  been given to share with the world. You are that gift’s sales rep.
  • Your gift serves people. It makes their lives easier or better.
  • You are just there to coach people on whether or not this gift is right for them, right now.

Think of yourself as standing shoulder-to-shoulder with the other person, holding your gift out at arm’s length so that you can look at it together. Don’t take anything they say personally. Just find out what value they would like to get if they worked with you. Hear their concerns or objections in a neutral way. Coach them to a good choice.

Be like Mother Teresa! Don’t let your own discomfort get in the way of offering people a chance to participate.

HOW TO APPLY THE PRINCIPLES
To keep on track with these principles as you sell, follow the 6 Soul of Selling steps. They will take you systematically through the relationship and conversation.

 

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The 7-STEP “SELLING YOURSELF” CONVERSATION

women-friends-talking-on-phone (1)I’ve been posting recently about selling yourself, since this is what people are asking about and is the subject of my Feb. 5 webinar on SELLING YOURSELF WITHOUT FEELING PUSHY, CREEPY OR WEIRD. You can get this ebook free by clicking it in the sidebar.

We’ve covered:

NOW WHAT?
What do you do after you’ve adjusted your attitudes and asked the important questions? What’s the nitty-gritty, the nuts and bolts of a “selling yourself” conversation? [Read more…]

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