Everything That’s Wrong With Marketing and Sales, in One Handy Sentence

The other day I saw a salespage for some new thing that Tony Robbins is doing – I forget the details, but it’s some sort of programme designed to help people start mastermind groups, or something like that.

So far, so good: a mastermind group is a fantastic tool in the life of any business professional, and everyone should be in one. Seriously.

But somewhere on the page, it read:

“Social Pressure – This is going to be one of the biggest launches in history with more hype leading up to it then ever before. And people are going to be affraid to miss out on this new wave of opportunity.”

Well, yuck. Made me feel like I needed a shower.

Because that single line describes perfectly why marketing and sales have such a bad reputation.

I mean, come on Tony: Hype? Afraid to miss out? New wave of opportunity?

Oh sure, it’s effective marketing. Hype works.

And it’s effective selling too: Painting a ‘wave of opportunity’ reels people in, and pushing scarcity buttons and triggering fear of missing out, that works too.

But it’s scuzzy, manipulative, and in my monkly opinion: highly unethical.

Marketing and sales campaigns like that, they prey on the gullible. It’s designed to coerce people into buying something – not because they actually need it, but because there’s an artificial sense of need being created in the buyer. It’s manipulation.

Now while I’m sure Tony is a good guy, nice to his grandma and so on, I’ve never been a big fan. Too much hype, too much stage antics.

But seeing this? Bleh. I wash my hands of it all.

Selling – done right and done ethically – doesn’t need any hype, or ‘wave of opportunity’ or fear of missing out.

Selling done right means you serve a buyer in making a yes/no decision – based on actual, not manufactured, need.

Do you need more and higher-ticket sales in your business?

And maybe a sales coach is what you want?

Then why not reply, and we’ll set up a time to talk.

We’ll take 20 minutes for a strategy call, to see if we’re a match.

And I promise: 100% hype-free.

Let me know…

Cheers,

Martin

Timing and How Not to Break the Sale

They might seem like a perfect client for you, and they might seem really keen on working with you.

And yet, there’s indecisiveness. Vacillating, no decision.

It’s a yes, but not a ‘hell yes’.

Whenever you’re in a situation like that, be careful not to break the trust they’re building up.

Yes you might know for certain that paying you and becoming a client would solve exactly the problems they described – but they’ll only experience that solution if they buy when the time is right *for them*.

And that’s where most sales break.

We’re too keen, too eager, too needy – and so we try to rush, to persuade, to make a compelling argument.

The result?

The buyer shies away.

Whereas if you take it easy, sit back, ask more questions and take the pressure off, you’ll often find that the buyer shares concerns that haven’t been addressed yet.

Or, they might simply not be ready, for whatever reason is relevant in their world.

And when you can handle that ‘not ready’ elegantly, with a ‘No problem, let’s talk again in a few weeks’, there’s a very big chance that when next you talk, they *will* be ready.

But if they aren’t and you try to persuade them?

They won’t be open to you following up, and when you do they’ll feel that same kind of indecisiveness that stopped them in the first place.

A sale is a good thing for you, of course. And you should strive to get them.

But a sale is never right if it’s not the perfect time for the buyer.

After all, your business exists to serve your buyer, and your sales process should serve them just as much.

On another note: do you feel that working with a sales coach would help your business?

Do you want to have a conversation, and see if this is the right time for you (and obviously, whether I’m the right guy for you)?

Then hit reply, and let’s set up a time to chat.

Cheers,

Martin

Ethical Sales Strategies, for People Rich With Integrity

Yesterday, someone asked what I do, so I said: I teach people ethical selling.

“Huh”, they said. “That’s odd, because selling and ethics are diametrically opposed”.

Are they though?

If a baker sells you a loaf of bread, is he being unethical?

He’s got something you want, and you’re both happy to exchange things of value.

Selling – or, trading value – is natural. Older than language. Belongs to being human.

Lack of ethics only comes in when a seller sells something that the other person doesn’t need, or won’t benefit from, or when the buyer is manipulated into buying.

But as long as you the seller want the buyer to make the best possible decision for themselves – be it buy or not buy – there’s no ethical conflict.

In fact, when you’re happy to take a no if that’s best for the buyer, you’re in full alignment with ethics.

Which is why I like to say that I teach ethical selling to people rich with integrity.

And if that’s you, and you want to sell more at better rates, let’s have a chat.

Hit reply and let’s set up a time to talk, see if I can help you.

Cheers,

Martin

Truth, Evolution, and Sales

“Oh hang on, I need to take this call”.

A friendly chat with the groundskeeper of a place I used to live. He pulls out his phone, listens, and says:

“Sorry, I can’t meet today – I’m not at home, I had to go to town for an errand”.

I look around me at the meadows, his horses, and his home just behind him.

Hm. a liar.

Ah but, it’s a little white lie, isn’t it?

Perhaps, but from that moment on, the trust I used to have for him broke, and never got restored. Not in a big ‘he’s unreliable, avoid at all cost’ way, but enough to make me wary about what he said and did.

Always a feeling of ‘is it true?’

The other day, talking about the way politicians these days think nothing of pathological lying, someone said: “But isn’t truthfulness something installed by Christianity, meaning it’s only a social construct?”

Well, no. Truthfulness is an evolutionary imperative, no matter how ‘cleverly’ followers of corrupt politicians try to justify lying.

Humanity NEEDS trust. It couldn’t have survived without it.

Imagine: thousands of years ago, I put on my bearskin and step out of my cave.

A fine day for gathering berries.

I grab my club and set off, and on my way to the valley, I run into another caveman.

“Seen any lions in the valley, last few days?”, I ask.

“Nah, says the caveman. It’s been quiet for days, you’re safe”.

Imagine if at the end of the day I’d come home with scratch marks and bites, because there WERE lions, and I barely made it out alive…

Don’t you think the first thing I’d do is crack my neighbour’s skull with my club… someone who thinks nothing of sending me into a pack of lions?

Of course! It’s survival, baby. Evolution doesn’t care about values, religious or otherwise.

Evolution cares about just one thing: Survive.

And whether it’s on the level of threats in the wilderness or telling white lies, you better believe that other people have a radar for truthfulness and reliability.

Which is damn important if you want to land clients, because the moment there’s even the slightest lack of trust, there’s no sale.

How to use this principle in order to get more sales?

Simple:

Speak nothing but full truth.

You’ll be amazed what it does for the level of trust your prospects have in you.

Cheers,

Martin

Selling From the Heart…?

The sleazy salesperson squeezes people, bullies them into handing over money, and it’s usually based on greed.

The everyday seller tries to sell based on need.

The ethical person enrols a buyer by staying true to values such as integrity and truthfulness.

And the lover of life, the spiritually inclined, the person who lives by ‘other before self’?

That person sells from the Heart.

If you’re in the first group, I can’t help you.

If you’re in the second, I can show you how to sell more exactly by not being needy.

And if you’re in the 3rd or 4th group?

Then I can show you how to fall in love with selling, and to sell from the Heart.

And you can learn that, plus a whole lot more, today at 11.30 Eastern, 17.30 CEST.

This will be a live training with Q&A, and you’ll experience a massive upgrade to your sales skills.

Click the link to register, and see you on the training webinar!

Register to attend here –> http://martinstellar.com/leap-ethical-selling-system/

See you later today!

Cheers,

Martin

Buyer Objections and the Dreaded No… What if It’s an Invitation?

The other day, someone said: “When a buyer tells me no, or that they don’t have time to talk about my offer, I’m not really sure what to do.

“Usually, I default to trying again, push a little harder, try a different angle”.

Yesterday, someone else said: “When they tell me no, I just considered it a lost sale”.

Option 1, going in harder, will rarely work. If a buyer objects for whatever reason, there’s a fear going on, somewhere on a deep psychological level.

It’s the lizard brain signaling ‘danger’.

And if you press on, you’re only confirming to the lizard brain that it’s seeing things correctly (even if it isn’t), and objections and resistance increase.

Option 2 – walking away from the sale – obviously doesn’t help either.

But what about a middle way?

What if someone’s objection or refusal isn’t a rejection, or the end of the conversation, but instead it’s an invitation?

What if you use the no as a starting point for a different line of conversation?

What if the no is an invitation for you to… ask a question?

After all, a no means there’s something going on that prevents the yes, and why not try and figure out what that thing is?

Like so:

Buyer says “No”.

You: “Excellent, thanks for telling me”.

You now know where you stand, and where they stand. And, you’ve honoured their stance graciously.

Next, you ask a question. For example:

“Can you tell me in what way the offer doesn’t meet your needs?”

Or: “Quick question: What would make it a yes?”

Or: “Shall I follow up with you at a later date, when you have more time?”

Or: “Is there anything else I can help you with?”

Or: “Would you like me to point at some resources that might help you solve XYZ? There’s a few books I know that might be useful to you”.

And if none of these seem appropriate, why not ask for an introduction?

“Anyone come to mind who might be interested?”

See, the no can never be met with force. It’s not nice, and not effective – not unless you’re a pushy seller and who wants to live in the 80’s?

And the no is never the end of a conversation, not if you keep the conversation open.

And you do that by asking questions.

Make sense, right?

Then come join us this Thursday for an ethical sales training, where you get a whole bunch more of this…

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

Martin

No Ethics Were Harmed in the Making of This Sale

[Housekeeping before we get started: The ethical sales training that was meant to happen last Thursday had to be rescheduled, because my Mac broke down. It’s now set for coming Thursday, 25th. If you haven’t yet registered, you can do so here: http://martinstellar.com/leap-ethical-selling-system/]

Let’s get started.

Do you consider yourself an ethical person? Someone with integrity? Someone with values that speak of care for others?

And, do you ever feel conflicted when it comes to selling your work, or quoting prices, or indeed: setting rates that your work is worth?

If yes, then it’s very likely that your ethics and values are the very thing that cause you to undercharge, or to miss out on buyers.

“I wouldn’t stoop so low as to manipulate people into buying!”

Nor should you. Not people like us.

But, if you *do* care about others, and if your product or service genuinely solve problems and make people’s lives better, isn’t it an act of service when you enable people to buy?

Right, that’s what I thought.

So then how do you get around that barrier, set up by your morals and values?

It’s simple:

Forget about all the sleazy, pushy sales tactics that reek of the 80’s. That’s not you, and you don’t need them.

Next, reframe what selling really is:

It’s helping someone make a decision. Selling is guiding someone through a decision-making process.

Finally: be unattached to the outcome, and embrace the no.

When you have something to sell, you’ll go through an ocean of no, so you might as well get comfortable with it.

And the more comfortable you are with the no, the less pressure the buyer will feel, meaning they’ll have fewer objections and worries – AND you’ll be selling without ever violating your values and ethics.

If that sounds sensible and attractive, and if you want to learn more, then here’s where you can register for the free training this week:

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

Cheers,

Martin

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

Quality | Vision | Decision

You as a provider of quality good or services, you know that when someone buys from you, it’s good for them.

Otherwise, an ethical person wouldn’t be in business. People like us aren’t here to pull one over on buyers.

But for someone to trust you so much that they’ll buy from you, they need to know that, on a visceral level.

And for that to happen, they need to have a vision of what your product or service will do for them.

The mistake most sellers make, is to focus on their own, personal vision of that buyer experiencing the benefits of a purchase.

But, as I’ll never stop saying: in a sales conversation (or indeed: in business) it’s not about you.

It’s about the buyer, their fears and frustrations, their wants and aspirations.

And, it’s about *their* vision, not yours.

As long as your sales conversation centres around how well you think the purchase will benefit them, you’ll have a hard time creating buyers.

So instead, focus on *their* vision.

Make the conversation about them. Use your empathy to step into their world, because a sale happens not in your world, but in theirs.

And in that world, you will see their vision, which includes concerns, fears and objections.

And once you’re in their world, you’ll be able to see their vision – and as the conversation progresses, they’ll be able to buy into your vision.

That’s how you create buyers, in a way that’s 0% pushy or manipulative, and 100% fun.

It’s taken me 25 years to figure out how to do that most effectively.

And it bothers me to no end, when I see good, honest business owners, who deliver quality, but they don’t manage to create enough clients, or they keep having to sell at prices that are too low.

That’s why I created the LEAP sales system, and it’s why you’ll be able to learn the fundamentals of it this Thursday, in my training webinar (which comes with a Q&A)

Here’s where you can register: http://martinstellar.com/leap-ethical-selling-system/

You can skip it, or you can attend and experience a big shift in how you sell your work… choice is yours…

Cheers,

Martin

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