Whose Job is it Anyway?

I park my bike and walk up to the cash machine.

At the door of the bank, two Spanish men: a son my age, and an ageing father.

“Dad, you don’t need to go in here every day.

“I can access your account from my computer, no problem.

“Really, there’s no need. If you want, I can print out a bank statement each day for you”.

The father stands there, quiet. It’s not clear if he understands what his son is telling him.

So far, it’s sounded friendly enough – but suddenly, the son says “Or do whatever the hell you want to” and storms off. (what he actually said in Spanish sounds a lot harsher).

As I withdraw my cash, I wonder:

Is the father losing his marbles a bit, unable to understand?

Is he untrusting of online banking?

Or of his son?

Has modern life overtaken his level of comfort with processes and procedures, and he just really wants a face at a bank telling him his account status?

There’s no telling, but one thing is certain:

He wasn’t buying his son’s ‘there’s no need’.

Also certain: It’s not the father’s job to understand, or to trust, or to accept.

Instead, it’s the son’s job to find the message that will finally convince his father that showing up live at the bank daily really isn’t necessary.

But, he got frustrated and his temper flared up.

If ever you get frustrated when someone doesn’t buy your work, or buy in to the good idea you’re trying to to get across, remember this:

It’s not the other person’s job to do so.

Instead, it’s your job to reach that other, and you do that by putting yourself in their shoes.

It’s in *their* world that the sale happens.

So if they’re not buying, it’s your job to keep the conversation open, and asking questions will get you much further than pushing your agenda, no matter how valid your agenda may be.

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

Wading Through a Sea of NO

Yesterday on the webinar, someone said in the comments that they’d like to become like a magnet, i.e. have inbound sales, instead of having to go out and find buyers.

And yeah, it’s something we all want:

Buyers show up, money in hand, ready to buy your work.

But while it’s possible to achieve, the path to getting there is long, hard and filled with disappointments.

There simply is no way around it, no matter what ‘miracle solution’ the sleazy marketing types try to sell you.

See, someone like Tony Robbins or Oprah, sure they have inbound requests.

But that’s only because they’re super famous.

And to become famous, they had to ‘comer calle’, as they say in Spain: Eat streets.

In other words: hit the pavement. Get out there, show up, wade yourself through a sea of ‘no’ until you get to a ‘yes’.

Oprah didn’t just show up successful – she *made* herself successful, and it took a long time.

Stephen King is another example: no matter what he writes, his fans will buy the books.

Film makers seek him out to get the rights to his work.

But good ole’ Stephen had to wade through his own sea of ‘no’.

In fact, he received so many rejection letters from publishers, that he had to replace the nail he’d stick them on, with a longer one.

Here’s the lesson:

To become successful, or famous even, or to get inbound sales working for you, don’t focus on that as a goal.

Instead, focus on the activities in your control, that will ultimately get you there.

So the question is: what activities can you implement, that are doable enough, and fun enough, for you to carry on doing them, no matter how many no’s you have to run into?

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

Why You Shouldn’t Have Good Ideas

From the outside, it’s easy to see what would be good for other people.

This one would benefit from more exercise.

That one would feel better, being on a diet.

Your spouse would be happier if they stopped seeing that toxic friend.

Your kid would feel proud, if only they’d do their homework.

Your buyer, well obviously they’d see results if they proceed to checkout.

And, yes, everybody would feel much less of that low-level (or not so low, as the case may be) anxiety that’s so common these days, if folk would take in less news and spend less time on social media.

Good ideas, all of them.

If people would adopt your good ideas, they’d benefit.

Problem is, if they don’t ask for your good ideas, it’s better to not share them.

Because no matter how good the advice is, sharing it without the other person inviting you to do so, will almost always have the opposite effect of what you want for that person.

Unsollicited advice causes resistance, gets defenses up, because it tells the other person: “You’re doing it wrong”.

That might not be what you mean, but what they hear is more important than what you mean.

After all, the message heard is the real message – not the message shared.

So if you *really* want the best for others, have no good ideas for them.

Instead, have questions for them.

Keep asking questions, so that they may find clarity, and discover their own good ideas.

And if they don’t, keep asking questions up until the point that they ask you what you think.

At that moment, share your idea, suggestion, or recommendation.

They’ll be open to what you have to say, receptive to your viewpoint, and they’ll be far more likely to take on board what you think, and they’ll own it too.

Want to sell your good ideas to people?

Then try not having any good ideas.

Cheers,

Martin

P.s. Tomorrow is the live ethical sales training that I had to postpone last week. If you want to join, register here: http://martinstellar.com/leap-ethical-selling-system/

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

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

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