There’s a difference between someone selling a product in order to make money and someone selling a product because they love it and believe in it.
Imagine being on the other side of a conversation with either of these people. How different does it feel to have someone telling you about a product in order to sell it versus telling you about it because they believe in it and think you really could benefit from it? Even if they use the same words, how would you describe the energy behind what they’re saying?
Somewhere along the line, sales got this reputation for being icky. I think this is because so often the person selling is out of congruence or not acting with integrity. Their goal is to get you to give them money. In order to do this, they try convincing you of something even they don’t believe.
As business owners, it’s important for us to stay congruent with what we’re offering our clients. This can be difficult, especially during one of those times we all experience when income dips and expenses don’t.
If you’re feeling the money pinch and you come to a sales call with that energy, your potential client will pick up on it and you’ll start to have that slimy feeling. And your client will sense the icky energy.
We have to separate the need for money from our sales calls and start looking at them as service calls.
How To Make The Jump From Selling To Servicing
First of all, acknowledge your fears and worries. When we push them down, they just get louder and make us feel more chaotic and off-center.
Write them down or spend some time meditating on them. I often use the Hands on Heart pose (which I explain in my ebook PowerShift Starter Kit Ebook) when doing this kind of work.
Take a minute, take a deep breath. Consciously reconnect with your sense of abundance and trust in your own ability to create what you need.
Once you’ve done all of that, set your intentions for the conversation. Say to yourself, “I choose to be present with this person. To truly and deeply listen. To stay connected even when and if her worries and fears come up.”
This doesn’t mean that you can’t have a very open and frank conversation. If you’re a coach and you see that the person is backing away out of fear, it’s OK to say, “It sounds like you’re scared of taking this next step.”
Make a conscious choice to stand in your expertise.
Allow the other person to have all the information they need to make the decision that’s best for them.
If you present what you have to offer with confidence, clarity and connection, why wouldn’t the other person want to work with you?
The more self-aware you are, the easier this is all going to be.
Where you can get messed up, though, is in your own doubts and fears. Often, these come from experiences from the past. Times when you felt like you weren’t good enough. Or when someone told you that you weren’t good enough – or at least that’s how it sounded to you.
If you have a “sales” conversation with this kind of gunk in the background, you’re in reaction mode and you won’t be fully listening.
The client might say something that triggers your old patterns. Suddenly, you think you’re trying to convince the client that you’re worth it when in reality you’ll be trying to convince your mother, a former teacher or, even worse, yourself!
When you focus on being of service to the other person, it’s not about pushing them into saying yes to something. Your intention is on finding a good fit – for them and for you.
Money comes after the fact.
Sell Yourself First
Before your next call with a potential client, look over what you’ll be offering them. Look past the list of “things” and see the why. Why do you include those particular things? Why is each one great? What can the client expect from working with you?
Let yourself get excited. Let yourself feel your passion for what you do.
In addition to the intention phrases above, I also include: “I choose to trust myself and the value of what I do. I choose to share what I do with clarity, confidence, enthusiasm and integrity. I choose above all to be of service to this person.”
Do you do something before a “sales” call that helps you get centered and clear? If so, I’d love to hear about it in the comments below.