The More You’re Yourself, the More You’re Someone Who can do Sales

The More You’re Yourself, the More You’re Someone Who can do Sales by Sara AreyIn last week’s blog post, Your Expectations Will be Reflected in the World Around You, I talked about what happens when you have disempowering expectations running in the background of your sales calls.

This week, let’s continue the conversation about sales calls with the intention of really understanding what the phrase, “Sales as Service” truly means.

A lot of people who think they’re not good at sales, such as coaches and healers, actually can be fabulous at sales when they realize that it’s mostly about being open and present in their communication. Openness and presence are qualities they already have.

Set Aside Old Expectations

Being good at sales really is a matter of perspective. It’s a matter of getting rid of the old ideas we have about sales. People tend to think of the quintessential pushy guy at the used car lot and they think that’s what they have to do in order to close a sale.

When we get very clear about our expectations around getting a client – and that includes letting go of the image of ourselves as a slimy used car salesperson – that’s when things can shift. The key is to release our attachment to getting the client while still being open to the conversation working out well.

Sales as Service: Part 1

Many people have heard the term “Sales as Service” but don’t really know what that means or how to do it.

The first aspect of sales as service is to have the right tools. Know the questions to ask and how to design a sales call so that you’re at your most effective. An important part of this is also knowing how to design and present what you offer to people so that it’s simple and addresses their biggest concerns.

One mistake so many healers, coaches and people in general make is talking excessively about the process of how they’re going to help someone. This makes the conversation all about the practitioner.

Anyone who’s coming to you for help is looking for a solution to some kind of pain. They want to know that you can alleviate their pain whether it’s physical, mental, emotional or otherwise.

Talking to someone about your process is like describing to someone who has a pounding headache the science behind how aspirin works. They don’t want the information. They want the relief!

Sales as Service: Part 2

Besides having the right structure for a sales call, the next key piece is to be really present with the person, have your mind clear, your emotions clear and come from a place of being receptive to the other person.

Let go of any pre-conceived ideas about what the person will be like or what she will need. Let go of your fears about not getting the client, not being good enough and not having sales conversations well.

It really is about connection. The person needs to trust you and to know that they’ll be listened to and respected. They need to feel heard. Some people go a very long time not feeling like anybody really sees and understands them, so it’s your opportunity to share this gift.

Focus on being clear about what you do and don’t do, who you work with and who you don’t, and communicating effectively and receiving the communications of the other person.

You don’t have to try to make them fit into your mold of an ideal client. If they fit, that’s great! And if they don’t, that’s okay, too. Let them go, knowing there are others who fit.

Create Connection with Abundance

When you can trust your process, trust yourself that you are able to communicate, trust that you have something to offer of value and trust that there is abundance, you will have all that you need.

It’s really not about learning how to be someone other than who you are. The great truths of the Universe are paradoxes, and the paradox in this situation is that the more you are yourself, the more you are someone who can do sales.

How do you approach sales in an authentic way? Share your experience in the comments, below.

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