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

The Remedy for All Your Business Woes?

You might think that the grand, overall solution to the ‘better business’ conundrum is ‘more clients’.

But, it’s not. More clients can cause ‘death by success’, if you’re not equipped to handle every customer that comes in.

And an influx of clients can also cause undue stress on your health and your family life.

And yet, if you’re not creating clients, your business will always struggle.

Which is why there are two related jobs that a business owner has:

1: More and better marketing, so that people find out about you

2: A better enrollment process, once they contact you.

And with that last one, I can help.

I’ve spent 25 years learning psychology and enrollment, and I dare say I’ve become good at it.

And next week, Thursday 18th at 11.30 Easter / 17.30 CEST, I’m going to show you all my ‘secrets’.

In quotes, because really there’s nothing secret to creating clients.

It all comes down to selecting who you talk to (i.e. those who actually want what you offer), tuning in to their world, creating resonance, and, in the end, asking if they want what you have.

Now, that sounds simple enough, but there’s a number of seriously important do’s and don’t’s if you want a high success rate, and if you want to earn the fees that you’re worth.

Insider ‘secrets’ so ethical selling, perfectly attuned with your values, operating out of integrity?

I got your back.

Here’s where you can register – and I created a short video that explains the basics of the system, so that you know what to expect at the (free) training webinar:

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

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 Frightening the Natives?

Everybody wants to be well, and nobody wants to be in pain.

And since some kinds of pain (or danger, a different form of pain) can be fatal, and wellbeing makes for thriving individuals and societies, evolution has built in a simple, very effective mechanism, right at the very core of our psyche.

A sort of bodyguard, always looking out for us. Always trying to drive us towards pleasure and wellbeing, and away from pain, risk, threat, and danger.

And we all know that in order to get results with people, we need to be careful to not scare or threaten them.

If you meet a shy child, you speak softly, calmly. Maybe get down on one knee, to not be overbearing.

If you see a guy or gal you like and you’d like to speak, you approach them gently, attentively, so as to not appear threatening.

If you’re in the wilderness and you meet a tribe that’s not used to people from the modern world, you’d be doubly careful. Wouldn’t want to go home with a spear sticking out of you etc.

Even with animals, you make sure your behaviour doesn’t threaten them.

All living things – and that includes buyers – have a radar for threats.

But when it comes to sales conversations, we often, inadvertently, appear threatening in some way.

Not because we are – we’re good people, who sell something truly useful, and we don’t mean harm nor do we want to be pushy – but it’s never about us.

A buyer has a slew of thoughts, wishes, frustrations, doubts, and yes: fears.

And if we’re not careful, it’s super easy to not notice, and appear threatening.

Scaring the natives – when really, all we want to do is help!

The trick is to feel into them. Care about them and their decision and results – use empathy and place yourself in their shoes.

See the world that they live in, and you’ll know what kind of things they need to hear, or ask, or feel, in order to not feel threatened, doubtful, or untrusting.

The money that you earn as a reward for your product or service, sure. That’s about you.

But the conversation that makes people want to give it, that’s about them.

And the more you make that clear, the safer and trusting they’ll feel.

Selling your work? It’s about them. Always, 100%.

Want to learn the deeper workings of this kind of ethical selling?

Then join my live training webinar, Thursday next week.

Registration here. (Yes, I decided to use the Zoom platform instead of Gotowebinar – I’ve you already signed up to the latter, you’ll receive an email confirming the change)

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

 

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

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

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