Martin Stellar - Coach & Consultant for ethical sales and business growth

Martin Stellar - Coach & Consultant for ethical sales and business growth

Wading Through a Sea of NO

Yesterday on the webinar, someone said in the comments that they’d like to become like a magnet, i.e. have inbound sales, instead of having to go out and find buyers.

And yeah, it’s something we all want:

Buyers show up, money in hand, ready to buy your work.

But while it’s possible to achieve, the path to getting there is long, hard and filled with disappointments.

There simply is no way around it, no matter what ‘miracle solution’ the sleazy marketing types try to sell you.

See, someone like Tony Robbins or Oprah, sure they have inbound requests.

But that’s only because they’re super famous.

And to become famous, they had to ‘comer calle’, as they say in Spain: Eat streets.

In other words: hit the pavement. Get out there, show up, wade yourself through a sea of ‘no’ until you get to a ‘yes’.

Oprah didn’t just show up successful – she *made* herself successful, and it took a long time.

Stephen King is another example: no matter what he writes, his fans will buy the books.

Film makers seek him out to get the rights to his work.

But good ole’ Stephen had to wade through his own sea of ‘no’.

In fact, he received so many rejection letters from publishers, that he had to replace the nail he’d stick them on, with a longer one.

Here’s the lesson:

To become successful, or famous even, or to get inbound sales working for you, don’t focus on that as a goal.

Instead, focus on the activities in your control, that will ultimately get you there.

So the question is: what activities can you implement, that are doable enough, and fun enough, for you to carry on doing them, no matter how many no’s you have to run into?

Cheers,

Martin

Why You Shouldn’t Have Good Ideas

From the outside, it’s easy to see what would be good for other people.

This one would benefit from more exercise.

That one would feel better, being on a diet.

Your spouse would be happier if they stopped seeing that toxic friend.

Your kid would feel proud, if only they’d do their homework.

Your buyer, well obviously they’d see results if they proceed to checkout.

And, yes, everybody would feel much less of that low-level (or not so low, as the case may be) anxiety that’s so common these days, if folk would take in less news and spend less time on social media.

Good ideas, all of them.

If people would adopt your good ideas, they’d benefit.

Problem is, if they don’t ask for your good ideas, it’s better to not share them.

Because no matter how good the advice is, sharing it without the other person inviting you to do so, will almost always have the opposite effect of what you want for that person.

Unsollicited advice causes resistance, gets defenses up, because it tells the other person: “You’re doing it wrong”.

That might not be what you mean, but what they hear is more important than what you mean.

After all, the message heard is the real message – not the message shared.

So if you *really* want the best for others, have no good ideas for them.

Instead, have questions for them.

Keep asking questions, so that they may find clarity, and discover their own good ideas.

And if they don’t, keep asking questions up until the point that they ask you what you think.

At that moment, share your idea, suggestion, or recommendation.

They’ll be open to what you have to say, receptive to your viewpoint, and they’ll be far more likely to take on board what you think, and they’ll own it too.

Want to sell your good ideas to people?

Then try not having any good ideas.

Cheers,

Martin

P.s. Tomorrow is the live ethical sales training that I had to postpone last week. If you want to join, register here: http://martinstellar.com/leap-ethical-selling-system/

Acts of Service… Acts of Devotion… and SELLING???

Since I decided to rebrand as the sales coach monk a month ago, a number of my mentors have asked:

“Nice, but what does a ‘sales coach monk’ bring that another sales coach doesn’t?”

The answer might surprise you.

See, back in the monastery, we worked with a concept called ‘active devotion’.

Because it’s all very nice to sit and meditate and feel all spiritual and stuff, but it’s in applying yourself to activities that serve the other, the community and the world at large, that real spiritual transformation takes place.

Like that Zen story, where a new student asks his master: “I’ve eaten well, thank you. When does my training begin?”

And the master replies: “Right now: go wash your bowl. After that, there’s wood that needs chopping”.

Active devotion, ain’t nothing like it.

It’s serving something beyond self.

And that’s what a sales coach monk can teach you:

How to make the process of selling (or: enrolling people, or ‘moving people’ as Dan Pink calls it) something that’s an act of service.

You serve the other in making the best decision for them, at this point in time – whether that turns out to be a yes or a no.

And for those who have a spiritual orientation in life, you can even take it a step higher than ‘act of service’: make selling an act of devotion.

Wait, am I getting religious on you now?

Not at all. You’re devoted to things, regardless of what you do or don’t believe.

You’re devoted to your kids, your spouse, your horse, your hobby, your crossfit or the novel you’re writing… and, if you’ve got Heart, you’re devoted to your business as well. Right?

Right. So then, what if you make the process of enrolling people an act of devotion?

Meaning, you devote yourself to serving a buyer as best as can – you devote yourself to giving them the best possible outcome.

In other words, you come from the heart – not from your wallet.

The result?

Sales conversations that people absolutely love (yourself included), where they’ll be far more eager to buy from you, and, if you get it right, where people might literally tell you “Take my money!” (No joke – I’ve actually had a student say that, a few weeks back).

Is that the kind of sales conversation you’d like to have?

Then don’t miss the live training webinar I’m hosting today.

It’s at 17.30 CEST / 11.30 Eastern.

Register here: http://martinstellar.com/leap-ethical-selling-system/

… and see you there…

Cheers,

Martin

P.s. : If you signed up a few weeks back at GotoWebinar, keep an eye on your inbox today: I decided to use Zoom.us instead, so I’ll send you an email with a new link, for joining the training

Announcing: Live Training on Ethical Sales – Tomorrow 18 April

If you haven’t signed up for my live training yet, which will take place tomorrow…

You might want to consider attending, and for two reasons:

First: for those who are eager to increase their earnings and the percentage of people who become a client, you’ll find the training is a major upgrade to how you handle your sales process.

Secondly, because right now, I’m in pilot-launch mode, and that comes with a spectacular bonus.

So the training itself, that’s free.

And, it’s full-on delivery of useable information. This won’t be one of those webinars where the host gives ten minutes of information, and then spends the rest of the hour trying to sell you something.

Real, actual training.

Now, where the bonus comes in:

At the end of the webinar (yes, at the end. Again, this isn’t a ‘little content, mucho sales thing), I’ll announce a new course I created, and because this is a pilot-launch, I’ll be looking for a few select people, who want to be a case study.

And that comes with a TON of personal attention for the duration of the course – should you want to take it.

But even if you don’t, you could do worse than to attend, and at least take in the ethical sales system I’ll be teaching.

Sounds good?

Then sign yer good self up here: http://martinstellar.com/leap-ethical-selling-system/

Cheers,

Martin

The Remedy for All Your Business Woes?

You might think that the grand, overall solution to the ‘better business’ conundrum is ‘more clients’.

But, it’s not. More clients can cause ‘death by success’, if you’re not equipped to handle every customer that comes in.

And an influx of clients can also cause undue stress on your health and your family life.

And yet, if you’re not creating clients, your business will always struggle.

Which is why there are two related jobs that a business owner has:

1: More and better marketing, so that people find out about you

2: A better enrollment process, once they contact you.

And with that last one, I can help.

I’ve spent 25 years learning psychology and enrollment, and I dare say I’ve become good at it.

And next week, Thursday 18th at 11.30 Easter / 17.30 CEST, I’m going to show you all my ‘secrets’.

In quotes, because really there’s nothing secret to creating clients.

It all comes down to selecting who you talk to (i.e. those who actually want what you offer), tuning in to their world, creating resonance, and, in the end, asking if they want what you have.

Now, that sounds simple enough, but there’s a number of seriously important do’s and don’t’s if you want a high success rate, and if you want to earn the fees that you’re worth.

Insider ‘secrets’ so ethical selling, perfectly attuned with your values, operating out of integrity?

I got your back.

Here’s where you can register – and I created a short video that explains the basics of the system, so that you know what to expect at the (free) training webinar:

http://martinstellar.com/leap-ethical-selling-system/

Cheers,

Martin

Are You Frightening the Natives?

Everybody wants to be well, and nobody wants to be in pain.

And since some kinds of pain (or danger, a different form of pain) can be fatal, and wellbeing makes for thriving individuals and societies, evolution has built in a simple, very effective mechanism, right at the very core of our psyche.

A sort of bodyguard, always looking out for us. Always trying to drive us towards pleasure and wellbeing, and away from pain, risk, threat, and danger.

And we all know that in order to get results with people, we need to be careful to not scare or threaten them.

If you meet a shy child, you speak softly, calmly. Maybe get down on one knee, to not be overbearing.

If you see a guy or gal you like and you’d like to speak, you approach them gently, attentively, so as to not appear threatening.

If you’re in the wilderness and you meet a tribe that’s not used to people from the modern world, you’d be doubly careful. Wouldn’t want to go home with a spear sticking out of you etc.

Even with animals, you make sure your behaviour doesn’t threaten them.

All living things – and that includes buyers – have a radar for threats.

But when it comes to sales conversations, we often, inadvertently, appear threatening in some way.

Not because we are – we’re good people, who sell something truly useful, and we don’t mean harm nor do we want to be pushy – but it’s never about us.

A buyer has a slew of thoughts, wishes, frustrations, doubts, and yes: fears.

And if we’re not careful, it’s super easy to not notice, and appear threatening.

Scaring the natives – when really, all we want to do is help!

The trick is to feel into them. Care about them and their decision and results – use empathy and place yourself in their shoes.

See the world that they live in, and you’ll know what kind of things they need to hear, or ask, or feel, in order to not feel threatened, doubtful, or untrusting.

The money that you earn as a reward for your product or service, sure. That’s about you.

But the conversation that makes people want to give it, that’s about them.

And the more you make that clear, the safer and trusting they’ll feel.

Selling your work? It’s about them. Always, 100%.

Want to learn the deeper workings of this kind of ethical selling?

Then join my live training webinar, Thursday next week.

Registration here. (Yes, I decided to use the Zoom platform instead of Gotowebinar – I’ve you already signed up to the latter, you’ll receive an email confirming the change)

Cheers,

Martin

Ever Lost a Sale? Was it Because You Were Trying to Steer a Parked Car?

When you try to enroll someone and it doesn’t work, there’s typically two reasons:

The first is when we try to hard, when we push, when we try to persuade.

Good news for you: you can stop doing that. Boom: instant improvement in sales, fun, and relationships.

The second reason is when we try to steer a parked car.

Some people just aren’t in the market.

Oh they might have the problem you solve, and they might need it, and they might have the funds to invest – but for some reason privvy only to them, they’re not going to buy.

At least, not from you, or not at this moment.

It’s actually quite easy to tell, too.

Everybody, especially potential buyers, give signals.

It’s your job as the provider of a product or service, to read those signals, and you do that by applying empathy.

Stepping in the other person’s shoes, and asking yourself what the meaning is of the signals you get.

Very often, you’ll find that when you take the pressure off and you stop trying to steer a parked car, the conversation changes and something useful happens.

Could be they give you permission to follow up at a later date, or they might think of someone to introduce you to, or they might ask you the key question that actually does ready them to consider a purchase.

Whatever you do: listen in to the conversation in someone’s head, read the signals, and never be afraid to stop trying to steer a parked car.

Cheers,

Martin

Solving Problems vs Finding Problems

In marketing and sales, the common concept is that we’re here to solve a problem for our customers – and I don’t agree.

Oh I’m here to help and serve, don’t get me wrong.

But there’s two fundamental flaws in the problem-solving approach.

First, why problem?

Why start out with a negative?

It’s much more fun and far more effective to reframe a customer’s need in terms of ‘job to be done’.

You might think I’m nitpicking on idiom, but the mindframe in the two cases is very different, and makes for very different processes.

Think of a patient, talking to a doctor.

If it’s ‘I have a problem and I want it cured’, that’s where the conversation will go.

But if it’s ‘I want to be healthy, and I’m not because of ailment x’, the conversation will address the ailment, but also look at the bigger picture of what it means to be healthy.

Bigger impact, bigger ramifications.

My second objection to the problem-solving point of origin, is that if your thinking and inquiring is into what problem a potential buyer has, you’ll be working with two sets of assumptions: yours, and theirs.

If a client identifies a problem and asks if you can solve it they assume (by nature and default) that the definition of the problem is what the thing is.

But behind every problem is always another problem, an underlying cause, and looking at how to solve that problem can easily skip over the unseen elements.

“I have problem x”, they say, and you go “Well, my product or service fixes that”. Not much joy. They might buy, they might not.

Instead, reframe your conversation as ‘what job are you looking to get done?’

Meaning: aside from solving the problem, what overall outcome are they looking for?

If they want more website traffic, what consequences does it bring for them, beyond a higher number in a dashboard?

If a client wants spiffy ebook design, what set of outcomes are included, in getting that job done?

Better positioning, more professional look, more authority…

In other words: your job isn’t to solve a problem… it’s to *find* a problem – that way, you’ll be able to convert clients because they’ll know that you get the bigger picture, the overall holistic impact you’ll have on their life or their business.

Forget problem-solving, and become good at problem-finding.

And you do that by taking on the attitude of the investigator, the researcher, the anthropologist.

More on that over the next few days, where I’ll give you insight in the 9 pillars of my LEAP sales system.

For now:

If you were to hire a sales coach (hi!), what job would you want to get done? What else? What else?

Cheers,

Martin
The Sales Coach Monk

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