Do you choke when you get in the middle of a sales conversation?
Or do you break out in a sweat just thinking about having to ‘close a sale’?
That sounds almost clinical and heartless, doesn’t it?
How can that be about helping people?
The truth is that you have to sell in order to be in business. If you want to be successful, and enjoy your business (and your life) you’ll need to not only sell, but enjoy doing it. So how can we make sales – that cold, heartless activity – more caring and meaningful?
By understanding the nature of TRANSFORMATIONAL sales.
Not all sales are created equal – when you sell from a basis of transformation, everything shifts.
Here are the keys to doing that:
1) Take a partnership approach – you’re looking for a fit, not necessarily a sale.
Do your due diligence in talking to someone, and make sure that what they need is a good fit for what you provide. Once you do that, however, don’t hesitate to pursue the conversation for fear of ‘looking pushy.’ If you’re a fit, say so.
2) Focus on the pain points – what’s not working for your prospective client. Know that getting someone in touch with their challenges, for the sake of moving them into transformation is a service.
If you help someone ignore their pain in the moment of a sales conversation, it will only come back. Allow them to acknowledge what’s not working, as part of the sales process.
3) Ask for business by offering your work. Recognize that offering someone something that she needs is a service, whether she says ‘yes’ or ‘no’. Think about offering someone some assistance as someone struggles with luggage, or offering a hankie to someone who’s crying. Whether or not they accept, we feel that we’ve done something virtuous.
The fact that you also benefit from a sale doesn’t mean that it’s not virtuous. The important thing is that you offer what you believe will help. As long as you believe in your offering, then you’re performing a service by asking for business.
When you recognize sales as a service – transformational sales – then what you do to build your business becomes a joyful extension of the transformation that you provide. Then you can be successful, and enjoy it!