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

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

Are You Making the Right Case?

If you pay attention to it, you’ll find that your internal dialogue – the story you tell yourself about yourself, the world, and your place in it – contains a lot of negotiation and discussion.

We’re always making a case for something. This is a good idea, that’s a failed experiment, that person isn’t friendly…

On and on, a constant defense of the way we see things. Making a case for our worldview and self-view.

As being human goes, that’s unstoppable. Making a case for things is how we define meaning.

But you can choose what case to argue for.

And more often than we realise, we argue for our limitations. We defend our opinion that things are scarce, or too hard, or not worth it, or – worst of all – that *we* aren’t worth it.

Yeah I know, you’re saner than that.

Except that if you look closely, fearlessly, at the narrative in your head, you’ll find that you too argue in ways that are irrational, illogical, and that set you up to not.

To not have, not grow, not sell, not advance, not get the rewards of accolades.

Always defending a view that says no.

Wait, you don’t do that? Quick, somebody call the Dalai Lama – we have an Enlightened One in our midst!

Seriously though: don’t you think that you too argue against things, when you can just as easily argue in favour?

Painful point in case:

All the people who right now struggle to keep sales and revenue going (hard enough as it is) and who tell themselves, and others: “People just ain’t buying”.

Except people are buying. Just not the same things, and for the same reasons, and for the same solutions. But business goes on, money is still being spent, and things are still being bought.

As a business owner, you have a binary choice:

Either you argue that it won’t work, in which case you’ll find little success.

Or you argue that perhaps it might work, given clear direction and lots of action, and you just might find that it will.

The choice is yours – as is the choice to have a call with me, where I’ll try to help you find that direction, and define which actions to take.

I’m giving you an hour of my time, no expectations or sales pitch, to help – but:

You’ll need to bring two things:

Solution-bias, and action-bias. Oh, and you’ll have to have made the case for yourself that yes, you too, probably, can still keep enrolling clients, even at this time.

Got that in place?

Then book a call here: https://app.acuityscheduling.com/schedule.php?owner=11652475&appointmentType=12332535

Cheers,

Martin

No Script? No Good (Bad Example Included)

Got some interesting feedback yesterday from a friend, on a little video I recorded.

It’s three minutes, and if you watch it here, you’ll see that initially, I’m fairly straight in contact with the camera, but halfway through I look away more.

My friend said that I ought to improve that, because it’ll inspire more confidence – and I agree, completely.

Just so happens, looking into the void is what I do when I’m thinking – I know it happens to me all the time, also when I’m coaching people.

Now how come I look at the camera at the start, but not later on?

Because the first section, that’s stuff I’ve talked about over and over – it’s internalised.

The second part, where it’s about the specifics of the video, that’s something I didn’t get to practice a lot yet. So I have to think, to make sure I say the right(-est, if you will) things.

This is exactly why actors learn a script. It’s why musicians play scales until their fingers bleed, or the ears of their housemates. It’s why dancers practice moves until they look effortless.

And, it’s why in the world of business, those who are best at selling – enrolling buyers – use scripts.

And then people rear up and protest “I don’t want to sound robotic, I want to be open and flow with the conversation, I don’t use scripts!”

Perhaps. And that would likely be why you’re not getting higher conversion rates on your sales conversations.

Think of it like this:

If a musician needs to remember which notes follow one another in a scale, he won’t be free to creatively express notes.

If an actor didn’t imprint the script before going on stage or camera, he’ll be thinking about the words to say, not about acting them.

If a dancer didn’t hardwire moves into their body memory, their dancing won’t look natural and effortless.

And, if you’re in a selling situation and you don’t (yet) have your script memorised, you’ll be thinking about what to say (see above), instead of about how to best connect with the other party.

And that’s why we all need scripts, pitches, blurbs – and business messaging that instantly, confidently, tells another “*This* is what I do, for *that* kind of person, and if that’s you, then *this* is why you might care”.

So yeah, I’ll be practicising and re-recording. You bet.

As for you… are you going to do some scripting?

Let me know if you want me to help you with that.

Cheers,

Martin

P.s. Does that video make you curious whether or not your IP can be turned into revenue as well?
Book a short conversation here, and let’s find out…

What Is It That You Need From Me?

A couple of years ago, I ran a paid mastermind/coaching group.

And to this day, people write to me, to say that the experience was profound and life-changing.

And, that apparently I’m good at creating a space for growth and chance, and also. that I should start another group.

Which, I tell you, is mighty tempting.

Because no matter what challenge or struggle, it’s community – our social environment – that has the biggest influence on our abilities.

No degree of learning or skills or experience make as much of a difference, as the people we’re with.

And yeah… after 25 years of learning people and managing teams of volunteers, and learning how to communicate and foster healthy communication and relationships, I guess I have some skills there – and that’s not just me saying so:

“Martin Stellar works magic. He’s a facilitator of change. Using wit and incredible insight, Martin helped me figure out who I am, where I wanted to go in life and how to get there.
~ Paula Mould”

And yes that sounds good, and yes a new group could do the same thing for people.

But.

It would be a mistake to simply launch a group offer, without first knowing what people actually need, especially now that everything is different and we’re all figuring out which way is up and where to go next.

And, as with all leadership issues, the fundamental starting question of any leader, is always: what do yo need from me?

So if you don’t mind me asking:

If I were to start a coaching/mastermind group, what would make it a definite ‘hell yes, I want that!’ for you?

What would you want out of such a group… support? Accountability? Learning? Training? Implementation guides and collaboration? Partnerships? Training on implementing the IP to Profit system?

Let me know, because truth be told, I’ve sorely missed group coaching – partially because it’s fun to do, but more importantly because it’s just a DREAM to see ships rising together, and that’s exactly what happens when the right people join together in a group.

So… should I start a new group?

What would you want from it?

What would you want it to bring you, do for you, give you?

What, in short, would be most helpful to you, at this point?

Cheers,

Martin

It’s the Singer, Not the Song: Your Revenue Needs More Than Just a System

Yesterday I spoke with my coach about the IP to Profit system I launched, and that I’ll be teaching live, today. ( you can register to attend here: http://martinstellar.com/introducing-ip-to-profit/)

He brought back the memory of that Stones song – It’s the singer, not the song.

“In such uncertain times, how do you know that a system will work?”

And he’s right.

Not just today, but always.

We can’t ever know if a system will work, because any system depends on how you use it.

Everything hinges on how we show up to a task. How we operate, implement, execute.

The song (i.e. the system) might be good, but if it ‘sounds’ good (gets you sales) that because of the ‘singer’ (you, the one operating the system).

And the IP to Profit system is no exception.

Sure it’s really well-built even if I say so myself, and yes it’s got all the steps to go from market research, through the copy you need to write, through selling and optimising.

And yes, you can make a revenue centre around your Intellectual Property, even at times like these…

…but it’ll require the best of you.

Meaning: By itself, the IP to Profit system itself isn’t enough – it’s down to you, and your dedication and attitude.

If you’ve got those in place, then you *might* be able to make your IP earn you money, even if the world right now is in full VUCA (google it).

Point is, if you don’t use some sort of structure or framework or system, it’s hard to know what to do, in which order. And from the actions you take, it’ll be hard to see measure what worked best so that you can iterate and optimise.

And that’s why the IP to Profit system is so useful:
Not because it promises the end-all solution, but because it gives you a framework in which to operate, enabling you to indeed show up as your best self, and get the most out of it.

And, it enables you to get the most out of your single most valuable asset:

Your list, your database, all the people in your world you can talk to and help.

And to leverage that asset in a systematic way and keep your serving and selling going, join me today at 5PM CEST / 11AM EST, for the live training, by signing up here: http://martinstellar.com/introducing-ip-to-profit/

Cheers,

Martin

Business Struggles? Everything Is Different, but One Thing Will Never Change

I know, it’s tough trying to keep business going when literally nothing is the same. Society, business, mobility, economy: it’s all different now.

In that sense, the world has never seen a situation as wildly VUCA as the one we’re in now.

Where the term stands for Volatility, Uncertainty, Complexity and Ambiguity.

It’s a concept from the military world, designed to help insight and decision making when the playing field we find ourselves in is foreign, and we don’t have a map.

Kinda like what the business world – society at large, actually – is in.

But not everything is different.

And there’s one very important element that can keep a business running, and it will never ever change, not so long as there are people.

What will never change, is people’s needs.

And even if your people aren’t buying your thing like before, they still need your work.

And, it’s on us as business owners, to find out what their new needs are, and what new method, package, or offer they’ll buy, in order to fulfill those needs.

You just can’t afford to rely on methods that used to work, because VUCA. Everything is different, unknown, volatile…

Except needs. Those remain.

And your people need you.

So let me show you a way to find out exactly what they need, what you need to say in order for them to want it and buy a solution from you, and how to build an offer that you already know with a high degree of certainty that they actually will buy – and how to put it in front of exactly those segments of your audience most likely to buy it.

All that in one sentence.

And much, much, much more – a complete training, in fact, so you can implement right away – in tomorrow’s IP to Profit Live training.

Register here: http://martinstellar.com/introducing-ip-to-profit/

And, if you please: share the page with your network?

Thanks!

Martin

Stewardship

An average seller tries to reason with people: “Once you understand how good of a choice it is to buy this thing…”

A good seller works with benefits and desires: “You’re telling me you want outcome X, which is precisely what we created this offer for. It looks like this is the thing you’ve been looking for”.

A terrific seller works relationships and service: “I’m here to help you get to the right decision, be it buy or don’t buy – talk to me about any concern you may have, I’m not pushing anything here”.

And someone who sells with a purpose, from the heart, out of sheer desire to make a positive impact?

That person seller sells stewardship. “I’m here to make sure you’re taken care of – by me, and by the product or service you’ll be using. I’m here to be a steward over your outcomes”.

That seller btw is the one who gets the easiest sales, most referrals, and best clients.

Sell stewardship: let people know you’re there for them.

Cheers,

Martin

Sell a Cork

One of the best ways to pivot or adjust when a market changes dramatically – or, indeed, when a global ‘Aaaaaah!’ disrupts practically every industry and every economy – is to find a cork and offer it for sale.

As in: if you suddenly find that your normal buyers don’t buy the same way and at the same speed they used to: figure out what ‘leak’ they have in their ‘boat’, and find a way to plug it.

Because crisis or not, there are always ‘good to solve’ problems in the world of your buyers, but also ‘need to solve’ problems..

And at times like these, especially in B2B sales, there’s very often a ‘need to solve, right now’ problem.

Find that, build a solution, and ask if they want it.

Identify the leak they can’t plug, and offer to do it for them. Sell a cork.

I wanted to show you the system I built for that last week, but it turns out I had to redesign the system. Something that only became clear this morning, while showing the system to a rather savvy leadership coach.

I’ve spent the rest of the day redoing the system, and will proceed to recording an explainer video asap – apologies for the delay.

Meanwhile, think of these, the four core steps of the system:

1. Segment and survey:

Who’s on your list? Who has bought before? What segments do you have there?

Next, talk to people. What leak do they have going on? (google ‘customer development interviews’ for a broader look on how to survey, the way startups often do it).

2: Extract and design

Your intellectual property, that zone-of-genius work you do: get it out on paper.

Then, knock it into a package you can offer for a very specific, narrow solution, for a segment that is the most likely to need it – and want it.

3: Show up and sell

“Look, you said you needed this kind of cork. I’ve built it, it’s ready, I made this for you. Do you want it?”

4. Iterate and optimise

Look at the data: who responded? Who didn’t? Are they qualified? Why yes, or no?

What buy blockers can you exist? How can you remove them and go for more sales?

Those four steps, that’s just the very core of the system, but it goes much much deeper and I believe it’s going to make a difference.

Watch your inbox for the video I’ll be sending…

Cheers,

Martin

10 Million Voices | Ain’t Nobody Got Time For That

Two things I noticed this week:

On Sunday, the world online seemed to have calmed down a little: Twitter seemed slightly quieter, and the online groups I’m in were mostly deserted.

Made me wonder if people were spending the day actually with their families. That would be a nice side effect.

The second thing, and I hope this is useful to you, was a few thought leaders in the entrepreneur space whose discourse started getting a little defeatist. Which I understand, and I don’t blame them.

But.

Everybody has a soapbox these days.

There’s 10 million voices to listen to.

And whether it’s you, or me, or another online entrepreneur:

If you, like some of those others seemed to, end up wondering ‘why bother’ or you’re feeling anxious or depressed… ask yourself who you’re listening to?

Which biases are you consuming, which narratives feed your mind and emotions, which agendas are behind those narratives, and, very importantly:

What emotional reactions and states are being triggered in you?

Because while I don’t advocate living in lala land thinking that all the wrongs in the world will right themselves automatically, I do recommend you keep your mental and emotional state optimal. Fortitude and a healthy, reasonable dose of optimism matter.

And what this outlet or that speaker, this author or that vlogger says, affects your state.

Which brings us to the 3rd thing I noticed, already last week:

I’ve been finding myself saying ‘ain’t nobody got time for that’ a lot more.

Which is a bit harsh, but it’s because I feel a sense of urgency. There’s stuff to be done – for myself and my work and for my clients and my friends.

And we all have stuff to do, and nobody ain’t got time for things that take down our state, sap our strength, make us feel helpless or cause us to procrastinate.

Ain’t nobody got time for that.

So the voices you pay attention to: select them with care.

Observe your state, and ask yourself: which voices cause my state to lift up, and which cause negative reactions and dips?

Engage with the people in the first group, and beware of (or eliminate your intake entirely) voices in the second group.

Ain’t nobody got time for that.

Cheers,

Martin

10 Work From Home Tips from an ex-monk (please share – people need it)

Hey there!

Ok, so here’s the ebook I promised – 10 Work From Home tips from an ex-monk.

Click the image to view and download.

And, please share it with as many people as you like.

Working from home can be a challenge any time, but even more so now.

We all need some help & good ideas, so do please share.

Thanks!

Martin

This Is Important. For Your Health, Well-Being and for Those Around You

I normally never do this, but:

The day is wearing long, I didn’t write my daily email yet, have only just ironed out the kinks in my new IP to Profit system so I haven’t had time to create a video to show you yet, and:

… and then I find this article.

I normally never let others speak to my subscribers but this is so good, and so important, I’d like you to take a few minutes and read it. It’ll do you good, I promise.

https://www.thatseemsimportant.com/mental-health/headlines-media-panic-pandemic/

Cheers,

Martin

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