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

“Martin, Where Did You Learn Selling?” Me: “In a Monastery”

Most people raise an eyebrow or two, when I tell them that I learned how to sell while living in a monastery.

Not what you’d expect, but it’s true.

During my 12 years there, I was often in charge of projects, which meant I had to manage teams of volunteers.

And if you’ve ever tried to get things done with volunteers, you’ll know hard it can be.

In a monastery, visitors don’t always want to do dishes, or help with cleaning rooms, or do gardening work, or help with building projects.

Much nice to sit in the garden and feel all spiritual and stuff.

So, nearly every day I had to work with people in order to have them cooperate in supporting the community.

Tough schooling, I tell you.

Especially because in a monastery, the rules are different.

In the outside world, it’s easy to get away with a little manipulation, white lies, or mild obfuscation of the truth.

In a monastery however, not so. There is zero room, no tolerance, for any behaviour that’s not 100% ethical.

Any faux-pas, any action or word inspired by self-interest, and you get slammed hard with the reality of how you deal with people.

Folks might get upset, they might refuse to do anything at all, they might complain about you to others, or, most fun of all, you’d get called out by the abbot and you’d go back to your room with an earful.

Like I say: tough schooling.

Which is exactly why I became good at ethical persuasion, and why I was able to create a training system that makes enrolling people fun and effective.

It’ll take a few more weeks to get it ready, but before long you’ll be able to watch a webinar where I’ll show you how to sell and enroll with ease.

Watch this space,

Cheers,

Martin the Sales Coach Monk

The Best Way to Get People’s Help, Purchase, or Support

Everything is easier when others are on our side, help our cause, contribute to our mission.

Whether you want to raise awareness about pollution, get your team to perform better, improve communication between your teams or you want a buyer to say yes and become the owner of your thing:

You need others to buy in to the vision that you have.

You need others to enroll in your vision, in order to contribute to your mission.

And most people completely sabotage their efforts.

“You should eat your veggies, it’s good for you!”

“I think you ought to buy my course or book or webdesign or SEO services – it’ll solve exactly the problems you just described”.

“Together we can start a movement to clean up the oceans. We need you to join us”.

See the pattern? (And: are you one of the very very few people who never make that kind of mistake?)

In all these examples, it’s about what you think would be best for the other.

And sorry, but nobody likes to be told what to do, or what’s best for them.

Communicate as above, and you’ll directly work against your mission, whatever form it may have, because it’s push, and it’s pushy.

It’s this attitude that has given ‘selling’ a bad name.

Instead, try the opposite: create a way for others to want to be pulled in.

People love to buy (or buy in, if it’s about a ‘sale’ that doesn’t involve money), but everyone loathes being sold to.

When you can create a vision in the other, of a kind and intensity that they want to be part of or step into, it’s that vision that will pull them in.

It’s a much nicer, more ethical, and far more effective way to get people to help us further our cause.

Cheers,

Martin

Random (or Deliberate?) Acts of Service

A warm day in Granada, bustling streets, beautiful people.

I step onto a zebra crossing and see a girl on her hands and knees, middle of the road, frantically reaching left and right. Just outside of her reach: her eyeglasses.

I’m about to move towards her and help, when someone else quickly bends over, grabs them, and puts them in her hand.

A random act of service. Beautiful. I smile and carry on my way.

Oh sure, you can call it an act of kindness, and it certainly is.

But really, that’s euphemising a beautiful quality of humanity:

The ability to serve others. Which, incidentally, is also what a healthy business does (and please: don’t say you ‘service’ clients. They’re not cars).

Serving is one of the most important things we can do in life, because it does what every single spiritual tradition, all sages throughout history, and most philosophers recommend:

Put ‘other’ before ‘self’.

Now, all this is well and good. We can commit random acts of service at any moment.

Helping a kid with their homework. Cooking that special meal for your lover. Helping a charity with your skills. Giving someone that car you don’t actually use, when theirs breaks down.

All very nice for the ethically inclined, for those who care about others and their well-being.

But what if…

What if you could apply this – the attitude and intent of serving – to the very act of turning a stranger into a customer – apply service to the process of selling?

What, in effect, if you’d make the sales conversation an act of service?

I hope that this notion blows your mind, at least a little.

Because when your intent is to serve a potential buyer inside of the conversation, all kinds of good things happen.

They’ll trust you more, they’ll share more about their painpoints and their doubts, they give you permission to follow up, and, yes, they’ll be far more likely to buy from you.

Why?

Because when you serve a prospect, the clear message is that your only interest is for them to make the best possible decision for them, at this point.

Even if – ESPECIALLY IF – that decision is to not buy from you.

Think about it: why would you ever want someone’s purchase, if that purchase isn’t perfectly right for them?

Serve your buyers. It’ll grow your sales and your revenue.

Cheers,

Martin

Selling? Try Mindmeld Instead

Got an email this morning, from one of my readers who scheduled an appointment to help me with my research in product market fit, asking how do we connect?

Phone, skype, telepathy, mindmeld?

Made me laugh, but then I thought about it. It’s actually really serious.

(In case you don’t know, mindmeld is an ability that the alien Vulcan race has in the Star Trek franchise, to create telepathic connections with others.)

At first I thought: she’s been reading me for a long time, which means my articles must mean something to her – so in a way, there’s been a kind of mindmeld going on already. A sharing of ideas, which get absorbed and influence the mind.

And then I realised: when you’re in a conversation with a potential buyer, the same thing occurs. Or rather: ought to occur, if a sale is to be the result.

And not in some new-agey telepathy way: I’m talking more about alignment between two minds.

Which is actually a real, physiological and measurable phenomenon:

When two people agree, or share ideas – in other words: are aligned – the patterns in their brain activity increasingly start matching eachother.

So it’s not telepathy or mindmeld, but it’s a super useful notion to work with, when talking to a potential buyer.

If there’s no alignment, there’s a host of other things missing: trust, confidence, belief, desire and so on.

And unless everything lines up for the other person – unless they believe they’ll benefit from their purchase as much as you believe they will, they’re not going to buy.

So if you’d like to improve your results and skills at selling your work, you could do worse than to seek alignment.

In other words: think a bit more like a Vulcan.

Meanwhile, if you’d like to help me with my research as to who would benefit most from learning my LEAP ethical sales system, all it takes is 20 minutes on skype.

Just let me know you’ll help.

Thanks!

Martin

Value x Audience Equals…

Could be, you think I’ve gone over to the dark side, what with all this talk about selling stuff.

Is everything about money?

Absolutely not.

There’s only one thing that everything is about, as far as I’m concerned, and that’s Love (capital L intentional)

‘Selling’ – or enrolling – is really about exchanging things of value, and that be anything.

Even something as abstract as an idea can be traded for some attention in listening to the idea.

And as for money, and the conflicted attitudes so many people have:

It’s curious that the people who say that money isn’t important, are usually the ones who think about it most, almost obsessively – exactly because they usually ain’t got any.

Money is just a measure of the value you put into the world, multiplied by the number of people who appreciate, and want to experience, that value.

A perfect example is an author: If his books are good enough, and the audience big enough, he can become very wealthy indeed.

Aside from that, money is agnostic of ethics or personal values, just like a car or a hammer doesn’t know, or care, what your ethics or values may be.

And as tools go, they can all be used for good, or for evil – all depends on who wields the tool.

But isn’t money evil, and the root of it?

Nope, because the quote says that the *love* of money is the root of all evil.

And even that is something I don’t agree with.

Maybe it’s because it was translated incorrectly, I don’t know – but the root of evil is attachment to money, coupled with greed. Hello, politicians (well, a large percentage of them – some are actually good eggs).

Money is an object of trade, and it’s a scorecard.

Either for one’s degree of greed, or – and I guess my readers will resonate with this notion – the amount of value you put out into the world.

Create more change, good stuff, happiness, results, beautiful and truly useful thing – and offer it for sale, and you’ll see your money-score go up.

That is, provided you know how to identify and find the people who want your thing, and you have conversations with them that enable them to buy.

In order to have those conversations in an ethical, meaningful way, that enables people to decide whether or not to give you money for your thing, I’ve soft-launched a new training programme, tentatively title the the L.E.A.P. to Sales.

It’s based on empathy and ethics, and it’s especially for people who truly care about their buyers.

Will you help me with my research, and answer a few questions for me?

We only need 20 minutes, and it would help me a lot.

Let me know if you can spare a moment – thanks!

Cheers,

Martin

The Unspoken “What’s In It For Me?”

“Hey Martin, how about you become our product manager?”

I smiled, and said: “Nah, but thanks though”.

The product was good: security software. And he and his wife weren’t offering me a contract job, but something more on an advisory basis. Easy to combine with my coaching practice.

I liked both of them, and since they handle the website for a client of mine, I’d been in touch with both of them before by phone – so I knew them to be professionals, instead of the sadly very common ‘playing at being in business’ type of entrepreneur you get to meet here on the coast.

And I liked them – we’d had lunch at the beach and excellent conversation – and earnings would have been very interesting, had I taken on the gig.

But I didn’t.

In practical terms, it was because I prefer coaching and teaching: running marketing strategies for someone else’s business isn’t my thing.

Much more fun to help clients create their own.

However, if he’d played his cards differently, there might have been a chance.

All he would have had to do, is tell me ‘what’s in it for me’.

Not that I go through life asking myself what I can get out of things, and I suspect neither do you.

Except… we do. We all do.

It’s a biological imperative, it’s survival and evolution.

On the deepest, most primal level of our being, part of our subconscious is always asking the question: ‘Will this cause pain, or wellbeing?’

It’s the only way a species can survive.

Can I eat it, or does it want to eat me?

Friend or foe?

Blessing or risk?

Poisonous berry, or sweet?

The subconscious – or rather, what’s known as the lizard brain – is deeply skeptical, because that’s how it keeps you alive.

This matters because whenever you want to enroll someone – be it for them to buy in to an idea, a collaboration, a sale, or screwing the cap back on the toothpaste, you’ll get far more results if you start out by showing people what’s in it for them.

And especially in the context of a sales conversation, where the other person permanently has a radar going, asking ‘what’s in it for me?’

If my buddy that day had said ‘You know, I have an idea. With the strategies you just recommended, we can sell a lot of this security software. And we’re willing to pay a very interesting commission – and it wouldn’t even take much of your time to help us’.

Had he said that, who knows if he’d have sparked my interest. I probably still would have turned him down, but at least he’d have had a fighting chance.

So whenever you’re in a conversation with a potential buyer, remember that the big question in the other’s mind, is always what’s in it for them.

When you address that question, you remove neediness and threat, and you inspire confidence and trust – which are always required in order to convert a prospect into a buyer.

Cheers,

Martin

Mandela, Ghandi, MLK & Lincoln: some of the BEST salespeople in the world

If you struggle with the idea of selling because you think it’s wrong, unethical or manipulative – or the biggest problem of all: that it doesn’t align with your values: I wrote this one for you.

Because yes, the names in the subject header each were phenomenally good salespeople.

Even Jesus was a terrific salesman.

Yes, I’m going there. You coming?

See, while none of these people traded time or goods for money, they all spent their lives selling ideas.

They had a mission for the benefit of others, they believed in it, and they worked tirelessly to give people reasons to buy in to that mission.

Their job wasn’t to sell so much, but to *enroll* people in their mission.

And that’s what ‘selling’ comes down to.

Enrolling someone in something.

Joining a movement for change, finally going on a diet, sticking with your exercise regime, flossing, or indeed: seeing yourself as a happy, satisfied buyer of something, who’s happy that the money was spent – because look at that computer or car or training or coat that I’m so happy with!

Where it comes to selling in a business context, what you’re doing isn’t manipulating or forcing or coercing:

Instead – if you do it right and you’re ethical (unlike politicians, who are also good sellers but who often appear to suffer from a condition called ethics-deficiency) – ‘selling’ to a potential buyer is a way to invite them to buy into a different view on themselves.

Correct, effective, ethical selling means you provide a way for the other person to see them in an ‘after’ stage, where the problem they have is sold.

You don’t ‘sell things to people’ – you enroll them. IF they want to.

Note that I’m eating my own dogfood here: I’m trying to find a way for you to buy into a different view on sales – one that will make a massive difference to your enrollment process.

Is it working?

Cheers,

Martin

Announcement About Changes to These Articles

You might remember that last year, I wrote many emails about the workings and application of a training programme I was creating – which I then proceeded to completely not launch.

(It was the ‘Calibrate Reality’ framework, which I recently decided to rename to ‘Stellar Edge’)

And today I decided to shelve the entire thing indefinitely.

Not that there’s anything wrong with it – but it isn’t really *right* either.

To wit: last week I had a major insight into why I’d been procrastinating on it so much:

What the training comes down to, is essentially a form of (learn-at-your-own-pace) life coaching…

And I’m not a life-coach – for me it’s all about helping people with their business.

All this became clear when a friend – a business coach – asked me where my heart lies.

And the answer is clear:

Helping people to grow their business – which at it’s core comes down to ‘creating more customers’.

In other words: how to present your product or service in such a way that people want to buy it.

In one word: selling.

(If that word makes you pucker up your nose, you’ll either find that you’ll want to unsubscribe from these emails, or… you might find you’d really best stick around, because I’m never about pushing people. Or manipulating, or sleazy tactics).

Like I said last week: selling is just another word for transferring enthusiasm.

And I happen to know a few seriously effective (and humane, and ethical) methods for doing that.

Which is why at the moment, I’m feverishly working on changing the programme into one that… well… helps you create more buyers (And not to worry: it will still give you a stellar edge over most other people).

Because, you know how people often say they don’t know how to sell, or have ethical objections, or for some reason they keep missing out on sales even though the thing they sell would be just
perfect for the buyer?

I bet you’ll have experienced some of that for yourself at some point or other.

And it’s a real, tough, hard-to-solve problem – which is why the new focus and direction of the programme is going to address that.

The outcome is that you’ll be able to sell more, with more ease, at higher fees, whilst still honouring your values and feeling good about yourself.

Watch this space, because things are going to get interesting…

Except if you really hate sales, then you might not want to stick around.

Just know that it’ll mean though, that you’ll have a tough time being in business.

And if you feel conflicted about it, think of this:

Remember when you bought shoes, or a phone, or a sandwich, or anything really – and it was just perfect, and you’re so happy that you spent the money?

You weren’t upset that the vendour transferred their enthusiasm, right?

If anything, you were grateful, or at least appreciated, them doing a swell job.

Right. Well these emails, and the training, will show you how to become the kind of person who creates that kind of buyer experience.

I’m excited, because now there’s finally the clarity needed to help solve the real, important, problems that every business owner has.

More soon…

Cheers,

Martin

Menu Title