Perspective in Sales: Yours vs Theirs

It would seem to make sense, that in order for someone to enroll in what you propose (be it buying, or buying in to a non-business related vision you have), you need to find out how to get that person to see what you see.

You have a vision for their ideal outcome, right? You know that if they go along with your proposal, they’ll benefit. You see it clear as day.

So, the job at hand becomes ‘how to convey my vision’.

But as you’ll have experienced – in life as well as in business – that’s hard to do.

People have their objections, their fears, their reasons why and why not… and if only they would SEE… right?

Well, the good news is that you can safely stop trying to sell people on your vision.

It’s much easier, and much more effective, to step into *their* vision.

Because a sale happens in the world of the other person, not yours.

It’s the vision that they have, that determines whether or not they’ll buy into your proposal.

Because once you see their side of things, you’ll be able to ask the questions they need to hear, in order to get clarity, remove doubts, and dissolve fears.

That way, their vision adjusts, so that it ends up matching yours. And that’s when the sale happens.

How to do that?

Simple: use empathy. And not the kind where you empathise with their problems, and give them a shoulder to cry on.

I’m talking about the empathy that enables you to see their world, through their eyes.

Put differently: it’s perspective-taking.

It’s not their job to take your perspective – instead, it’s your job to take their perspective.

Put yourself in the other person’s shoes, and your sales will be much much easier.

And when you watch my training this Thursday, even more so.

Registration 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

Values –> Alignment –> Resonance –> Sale

Whenever someone buys something, there’s something that resonates with them.

Somewhere in the mix of desired outcomes, emotions, trust and thought, there’s a ‘vibe’ that goes ‘yeah. want’.

If ever you came out of a conversation with a buyer and they didn’t buy, it means that there was element of resonance missing.

So how do you create resonance?

That’s a long and complex answer – which you’ll hear in next week’s training webinar – but one very simple way to improve the level of resonance, is to start with one of the deepest psychological elements:

Values.

You have things that are values for you, things that come before anything else, should not be violated. Principles you live by.

And, so does your buyer.

Usually when talking to people, you’ll discover whether or not you have values and principles in common.

If you don’t you’re out of alignment with that person – which isn’t a disaster, but it does make it more likely that you won’t reach enough resonance for them to buy.

The solution?

Put yourself in front of people who have similar or same values as you do.

That way, the moment you start talking, you’re aligned on a psychologically important level. Usually not even consciously.

But as you converse, you’ll both discover that you have more and more values and principles in common.

Each time they discover that, they feel more aligned with you.

And that makes it SO much easier to create a client, compared to trying to enroll someone whose values are far off from yours.

Making sure your buyer-conversations are with people who are aligned with you is one of the quickest and most powerful ways to increase your conversion rate.

Did that click for you?

Then don’t miss the free webinar – you’ll see a lot more things click, where it comes to sales.

Here’s where you register…

Cheers,

Martin

Are You Selling Them a Problem?

Did a coaching session a while back, which gave me a super useful insight you might find handy.

I was asked: “Martin, I have the hardest time recruiting people for these franchise opportunities. What do you suggest?”

I had him explain his process to me, and when he was done, I told him:

“Stop trying to sell people a problem”.

Obviously he was confused, because what he’s selling is actually a great opportunity.

But for whom?

Because to start a franchise, even if the cost to entry is $0, means that you’re taking on a huge, enormous, all-consuming ‘problem’.

You know this, since you’re an entrepreneur. Building and growing and running a venture is HARD work and will be so for many years.

To 99.99% of the population, that’s a ‘hell no!’ kind of problem.

It’s only for the daring, the crazy, the true heart&soul entrepreneurs.

Starting a business, of any kind, takes a very special kind of person.

The kind of person who LOVES working ongoingly, on solving big hairy complex ‘problems’. Or challenges, if you want a more constructive framework.

An entrepreneur is someone who doesn’t just accept the ‘problem’ of being in business – people like us, whether consciously or not, we love problems.

Getting our hands dirty, extracting every ounce of creative problem-solving we have in us.

So for this franchiser, his solution is simple: go present the option to just that kind of person. Skip talking to anyone who is the employee-type, and not the entrepreneur type.

But what about you?

I’ll assume your work is excellent, worth the money, and yet… why are not more people buying your thing?

Could it be that, in the buyer’s perception, buying your stuff somehow represents or causes a problem?

Think about it: what, in your offer and your marketing, could be problematic for the buyer, in some way?

Are you, somehow, ‘selling them a problem?’

Sure, ‘finding the money’ or ‘am I willing to part with that cash?’ can be a possible problem for them, but beyond that:

In what other ways might you, unwittingly, be selling a problem?

Here’s a simple, quick fix, if you feel this might be why you’re not getting more sales:

Keep your offer simple.

You wouldn’t believe how many sales fall through simply because the package (or it’s presentation) is too complex and too overwhelming.

And when there’s overwhelm, there’s confusion, insufficient confidence, and lack of trust.

Simplify, and you remove those barriers to entry in the mind of the buyer.

Want more of this, and the whole LEAP Sales System spelled out in detail?

Then register ye here for a training webinar: http://martinstellar.com/leap-ethical-selling-system/

Note in case you’ve already registered: I’ve moved the date forward, to: Thursday 18 April, at 17:30 CEST, 12:30 Eastern.

See you then,

Martin

 

Why You Should Never Check In With Clients, and What to Do Instead

You’ll have had it happen: someone tells you that yes, they want to buy your thing.

A day goes by… a week… two weeks… no payment, no news.

A lot of business owners then shy away and give up, but the smart ones follow up.

“Hi, I’m just checking in to see…”

Terrible idea. (Pet-peeve time: check in with someone? What, is your prospect an airport?)

Seriously though: saying that you’re checking in sends the wrong message.

(Also: using the word ‘just’ isn’t a good idea, because psychologically, it reduces the size of what is probably an important decision for them).

But the real problem is, that you saying you want to check in, makes it about you.

It speaks of neediness, and that breaks trust.

You need that sale, but if they decide to buy, it’s because – first and foremost – buying from you *is good for them*.

Checking in says the opposite: it’s good for you.

What to do instead?

Ask a direct question, with the intention of helping them.

Examples:

“Is there anything you need help with in order to make a decision?”

“Is there any confusion or lack of clarity you’d like me to clear up?”

“Am I correct in assuming that right now might not be the right time for you?”

Or, the powerhouse question: ask for a no.

“I understand this might not be the right time for you – can you let me know it’s a no for the moment, so we can both move on?”

Very often, asking for a no removes the last objection to buying, the trust and confidence issue.

Asking for a no clearly empowers them, gives them the right to veto, gives them full ownership of the decision, and very importantly:

Asking for a no makes it super clear that you’re not needy. Bam: more trust. And often: a final decision to move forward and become a client.

All this, and more, in the LEAP Sales System, which I’ll reveal shortly.

Stay tuned…

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

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

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

But… Don’t They See???

Isn’t it frustrating, when you see a solution for someone and they just will not buy into it?

But it’s so clear to you! You KNOW that things will change for them, and for the better!

Then how come they don’t enroll?

Don’t they SEE? It’s so clear!

Yep, it’s clear: to you.

And nope, they don’t see it.

Why?

Self-importance.

When you find yourself failing to create a client, or someone refuses to help or collaborate, it’s because you’re approaching the situation from a self-oriented point of view.

And the POV is your POV. You have the vision, and they’ll only see that vision, and buy into it, when you manage to show them.

And as long as your point of origin is your conviction that you’ve got it right and they need to change, you won’t enroll.

Instead, put yourself in their shoes.

Empathise.

Be a researcher, an anthropologist, asking yourself incessantly ‘what’s going on in that mind, in their world?’

What fears, aspirations, desires are present for them?

Do that, and you make the enrollment process about them instead of about your vision.

That way, people will be far more open to trying out your vision, and you’ll find yourself enrolling with much more ease.

I’ve practiced and honed this technique of ethical selling for decades, and it works, and people love the kind of conversations we have.

In fact, last week a student enrolled in my programme, and she literally said ‘take my money!’. Big smile on her face too.

So, if you want that kind of results, enrollment is open for the pilot programme, at a 30% discount.

Let me know you want the ethical selling skills that only a sales coach monk can teach you.

Here’s where you can schedule a short discovery call, to figure out if this programme is right for you: https://app.acuityscheduling.com/schedule.php?owner=11652475&appointmentType=544906

Cheers,

Martin

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

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