How do you start, sustain, and close a sales conversation so that everyone feels good about it—and you know whether or not people will buy? Many of the popular roadmaps for this conversation are based on trapping or manipulating potential
Do unto others (as you would have them do unto you). I’d like to say that this suggestion is based entirely on spiritual and ethical considerations—but it’s also strategic. Think about your best and worse buying experiences. Chances are, your
There’s no shortage of information out there about how to construct the “perfect” sales presentations—whether in person, on the phone, or online. I find a lot of this material depressing, because it seems increasingly geared to boxing clients into a
I know many people who are spiritual seekers, and who look down their noses at people who sell. It’s all I can do to keep from saying, “Forget the mountaintop. Get a job selling cars, and you’ll be enlightened in
Festival of lights! Most faiths and cultures have a mid-winter celebration featuring fires, lights, and candles to warm the coolest, darkest time of the year. It’s a time for everybody to put on our finery, plump up our spirits, rise
In Touchstones #1-5, we’ve seen people’s innate value, connected with them, shared the vision of our offer, and asked what they would want to get out of it if they bought. Now we’re ready to pop the question: * Would you
This is the most important part of any sales conversation—and one of the most neglected. What is the sweet spot where your offer touches people’s deepest wants and needs? If they were to accept, what would they want to get
This is the fun part, the part where you eat the frosting off the cake. You’ve see people’s value and committed to making that the basis of your sales conversation. You’ve felt the “ping” of connection with them. Now it’s
Touchstones #1 and #2 are internal. We see people’s value and continue to relate with them on that basis—regardless of their objections, and whether or not they buy. Touchstone #3 takes us out of our own attitudes and thoughts. We
The 10-Touchstone Honoring Sales Conversation is the foundation of The Soul of Selling Method. It makes sure that you bring everything you have to the table, and that you treat people with respect and appreciation. It gives you a map