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

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

Here, Let Me Show You Something – Because People Love to Buy, but Loathe Being Sold to

And that’s exactly why I want to show you the inner workings of the LEAP Sales System.

Because I’ll bet that you have something for sale that truly makes a difference in your buyer’s life.

And – forgive me for making assumptions – you want to see people buy that product or service you have.

But, you do want to stay in alignment with your values, right?

You don’t want to coerce, or be pushy, or manipulative – because hey, you want to sleep at night, knowing that your values, your integrity, and your ethics have not been violated.

If I’m correct in assuming these statements ring true with you, we have a lot in common.

And as an ex-monk, ethics and integrity matter MUCH to me, just like they (I certainly hope!) do to you.

Which is exactly why I never ‘sell to people’.

Instead, I just have a conversation. I ask questions. I pay attention. Tune in to what’s going on in the other person’s world.

And, most importantly, I let people make up their own mind, on whether or not to buy from me.

The result? Fantastic conversations that people are happy with whether or not they buy, and fantastically engaged and happy customers, when they do.

So what’s my secret?

Ain’t no secret.

Other than: I show up to serve.

Specifically, serving means that I help people get the clarity they need on making the best possible decision for themselves, at this point in time.

And if that decision is a ‘no thanks, not today’, I don’t fret. Whenever that happens, I know I’ve stayed true to my moral compass, and I’ve helped someone choose what’s right for them.

You can do the same thing, once you realise that ‘selling’, or enrolling, is nothing more than facilitating a decision-making process, which in itself is an act of service.

Want to know the full scoop, learn the ins and outs, of how an ex-monk creates clients, so that you can transform your own sales process, and sign on more people, with more ease, at the rates you deserve?

Then I’ve got a webinar for you – not a sales pitch with some value thrown in, but an actual, in-depth training.

It’s at 17.30 CEST/11:30 Eastern.

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

See you there?

Cheers,

Martin

Don’t Close the Sale – Do This Instead

I’ve never liked the idea of ‘closing sales’. To me, it’s the complete opposite of what actually happens when someone buys.

You buy new shoes, and within days your knees or your back stops hurting.

You buy a new mattress, and wake up more rested than you have in years.

A new car, computer, or phone, and man what a joy to use a brand new piece of kit!

You hire a professional to do a specialised job for you, and suddenly you’re in the safety and comfort of knowing that something you need is being taken care of expertly.

All these, and all other purchases, have one thing in common:

They open up a new phase in the life of the buyer.

Not only that: when people buy, they open up a new version of the relationship they have with you or your brand.

Buying things is transformational, and the more important or costly the purchase, the bigger the nature of that transformation.

That’s why in the LEAP sales system, I don’t teach how to ‘close a sale’.

Instead, I teach how to empathetically position yourself in such a way, that your potential client willingly steps into – opens – that new phase.

It’s much more fun, and it’s super effective.

This week I’m putting together a webinar that shows you how the system works – should be ready for you next week.

Cheers,

Martin

Is This You?

In my work with entrepreneurs and leaders, there’s three things I keep hearing over and over again:

1: “I just don’t know how to sell my stuff”.

2: “Selling sucks – if only I didn’t have to sell, running a business would be so much more fun”.

And the biggest painpoint of all:

3: “I just can’t seem to sell at the rates that my work is worth”.

Do you recognise yourself in any of these?

If you’ve ever said any of these things, I might have a solution for you.

Because:

If #1 is your issue, you might want to adjust how you see yourself and your relationship to others.

Meaning: yes you do know how to sell. You do it every day, and everybody does.

“Selling”  (or: exchanging value) is older than language.

We’ve always traded: safety, food, community, protection, companionship… selling is inherent to being human, in that everyday we find ourselves in situations where we try to have others see our point of view, and buy into it.

If you struggle with the 2nd problem: see above.

And if it’s # 3 that does your head in? You can’t get paid what you’re worth, or people keep walking away even though your work is a perfect fit?

Then very likely, there’s a lack of empathetic alignment between what you’re trying to communicate, and what the other person is hearing, feeling, or thinking.

And for all these sales problems, I have a training that will cause a dramatic shift in your thinking and your sales process.

I’ve not launched the training officially yet, but enrollment is open for the pilot programme.

In the future, it will be a 9-week course, delivered by video – but for a limited time and for early adopters, the training will be live, 1 on 1, and with Q&A at the end of each call.

Meaning, you get 9 weeks of recurring calls with me, training you on how to enroll people in a way that’s fun, effortless, 0% pushy and 100% ethical.

Oh, and: there’s a fat discount going on at the moment too:

Once I officially launch the programme, enrollment will be at $1500, but for early adopters the rate is $1000.

So, if you recognize yourself in any or several of these problems (Selling suck/I can’t sell/I can’t get the rates I deserve), then this training will make a big difference.

Interested?

Then here’s how it works:

First, we schedule a 30-minute call, where I’ll introduce you to the framework, explain how it works. I’ll ask a few questions to see if it’s a good fit for you.

If (and only if) we both feel that this is the right time for you, we schedule your first training session.

If not, no hard feelings and no pressure.

Want to enjoy selling, be better at it, and earn more?

Then this link is where you can schedule a call: https://app.acuityscheduling.com/schedule.php?owner=11652475&appointmentType=544906

Talk soon,

Martin

I’m on a Mission. Join Me?

Everywhere you look, you’ll see people trying to rally troops, further agendas, create change, start or lead movements.

So many people with a mission, and a vision for the future of their lives, their family, the planet, their business, their customers…

And while there’s many a bad apple in that set, the majority of these people are trying to do good things, for good reasons.

But, many of them are ‘doing it wrong’.

Meaning, it’s all too easy to fall into a default attitude of trying to persuade others.

“Buying this product (or service) will do you good, it’s the perfect solution”.

“Eat your greens, you’ll grow big and strong”.

“Fund my mission to Mars, because humanity needs it”.

“Wrap up, it’s cold outside”.

“Put the cap on the toothpaste!” (otherwise I’ll give you hell until you do – though that’s rarely said outright).

“Hey, you really need to start exercising again”.

See the pattern?

All those approaches are a push, it’s trying to persuade people.

And the reason that’s such an uphill battle, is that nobody likes to be told what to do.

Nobody likes to be sold to.

But, most everyone loves to buy, or buy-in.

So, what if there’s an easier way, one that is build on empathy?

What if instead of trying to persuade people, you’d try and figure out what would make that person want to buy in, and enroll in your vision?

What if, instead of push, you turn your vision for what you hope they’ll do, into an invitation?

That way, the other person makes a decision of their own accord. They have ownership over it.

They themselves buy in.

Much more fun – and far more effective – than trying to persuade.

Me, I’m on a mission to invite everyone to fall in love with the concept and process of enrolling others.

Join me?

Cheers,

Martin

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