Martin Stellar - Coach & Consultant for ethical sales and business growth

Martin Stellar - Coach & Consultant for ethical sales and business growth

Success Is Not the Solution

Last year at a round table discussion in Malaga, one of the guests was a lady preparing to open a lingerie shop for plus size women.

In itself, an idea that definitely has legs.

But for her as a bootstrapper with a limited budget, I had serious doubts about the nature of her plans.

She wanted to rent a storefront in Malaga’s most famous shopping street, launch with a bang, and  with that she hoped she would be on the road.

Which might work, sure.

But to *make* it works means a lot of moving pieces have to be in the right place. Brand choice, marketing, provider deals, targeting, pricing, promotion… it’s a lot.

And if you’re bootstrapping and you bet all you have on getting all the ducks in a row, just right, just so… and something’s off?

Then you’re back where you started, minus the savings you invested. Oops.

Again, it’s not that it can’t happen, but is it the right approach?

Doesn’t it make more sense to test first?

Get feedback from the market, test your marketing, see if people buy?

And then when it’s not only your own plans and strategies that say it’ll work, but the market confirms, voting with their money?

That’s when you know how to put all the moving pieces in place, and that’s when it makes sense to build bigger and launch with a bang.

For example, this lady could have had her shop up and running in one or two weeks, by partnering with a business that serves a similar audience, and offering her products indoors of her partner’s premises.

Low-cost, low risk, direct customer feedback. What’s not to like?

But nope, she didn’t like that.

She wanted a shop, by golly, and she wanted to open properly.

Can’t blame her, but the thing that still worries me is that she was *in love with the idea of being a successful shop owner*, when it’s much more effective to be *in love with developing strategies, systems and actions that create your success*.

The former keeps you looking at the goal and how pretty it is, and while you’re doing that you’re not looking at the latter, which is the thing that’s meant to get you to that pretty goal.

Here’s the mistake people make:

The envision success, and think that reaching success will be the solution to everything.

Where success can be whatever you want: wealth, a successful shop, a million dollars a year, buying your own home, going nomad… whatever you want.

“Once I have XYZ, then all my problems and struggles will be over. Solved!”

In reality though, success is not the solution.

Success is the consequence of the solution – i.e. strategies, systems, and actions. Those solve for the obstacles preventing you from achieving success.

Success is never the solution – it’s the consequence of it.

And if you’re the kind of person who gets this, and who makes sure that development gets time and attention, and you want to get more leverage and ROI on your efforts, maybe we ought to talk.

I only work with a handful of clients at a time, and I’m looking to connect with the kind of person who is driven, is guided by purpose, is able to look in the mirror, and has a bias to taking action.

If that’s you, let me know…

Cheers,

Martin

Ten Rules of Ethical Selling: #1 – Diagnose Before Prescription

If a doctor would prescribe medication or treatment without doing a proper diagnose, it’s called malpractice. It’s the stuff that hurts patients and get doctors sued, and rightly so.

It’s not just legal obligation and best practice: it’s the right thing to do.

As a business owner, our responsibility is not very different.

Yet each day, I see people with a great product or service, real good eggs trying to make a difference, and they ruin everything because they come charging in brandishing their thing, saying things to the effect of ‘You really need this!’.

And sure, maybe the other person really does need your thing – but how would you know?

If you don’t properly ‘diagnose’ the buyer’s situation, needs, and urgency first, how can you know whether they need you thing or not – how can you prescribe before you diagnose?

If you solve problems for a client, the way a doctor treats illness, do you not solve problems better, and more often, if you first figure out whether or not people actually, really, need your thing?

Now, this goes beyond good practice and doing right by people:

It’s also an excellent attitude to take when selling.

Because when you ask enough questions so that you’re able to accurately diagnose a problem someone has, you’ll gain a deep insight into the problem, its causes, and possible solutions.

And if you then state the problem better than the person you’re talking to could state it, they’ll automatically become interested in your solution.

And if that solution then is right for them, at this moment, they’ll enroll themselves – no selling required.

When you hear me say ‘I help people fall in love with selling’, that’s really what it comes down to:

A shift in perspective and attitude, that transforms ‘selling’ into enrollment, or: moving forward with people.

It’s fun and I can teach you – just holler.

On that note: I know that many people who might want to get in touch with me, don’t do so because they’re concerned about the cost.

And if that’s you, worry ye not: getting in touch has no cost, nor does an initial friendly chat – and as for coaching programmes:

I’m always happy to work out a coaching programme that works if you’re on a budget but you do want help and you want it now.

If that’s you, say ‘yay’ and let’s see what we can do…

Cheers,

Martin

What Fronting a Band Taught Me About Selling

It had been years – decades, really – since I’d been in a situation like this:

On a ‘stage’, with a band, guitar around my neck, in front of an audience… and I was loving every second of it.

(‘Stage’ in quotes, because really it was ‘us against the back wall in a local restaurant last summer, but still)

The people were grooving and so was the band, but c’mon… the song proper had long ended, we’d been jamming and soloing for a good while now on the back of it, and it was time to call the tune to a close.

Except we hadn’t really rehearsed ending songs.

During rehearsals, songs mostly just fell apart at the end.

(No, we weren’t prepared to play live – it just… kinda happened. Long story)

A quick look around, to check in with the guys – I could tell they were all wondering ‘where next, Martin?’

I nodded, signalled, and… bam. A perfect, tight, together, way to end a song.

Now here’s the thing: I’m not a ‘band leader’. I’ve seen musicians do it, but it was all new to me.

I just did what felt natural, and everyone played along, and it all ended well (ba-dum-tshhh…).

And that’s a sale. Selling is nothing more or less than moving forward with people, in a way everyone is happy about.

At that moment, without even thinking, I ‘sold’ the guys the ending of the song, and they were happy to buy.

And leadership plays a big role in selling.

Not because you need to ‘control the conversation’ (or the band), but because unless there’s a plan and someone to keep track of its implementation, people don’t move forward.

Leadership means plans get implemented right, and good leadership means everyone is happy.

And you want folk to move forward, right? I mean, does your business exist because something good happens for your buyers…?

They move forward in their life, in their well-being, in their status or skills or wealth or career?

Right, then in order for them to move forward, you need to learn how to move forward *with* them – i.e.’selling’ or ‘enrollment’.

Because unless they buy, they don’t get your help moving forward.

And that means you don’t get to have the impact you want, or the revenue, or the lifestyle – or, indeed, the ability to invest in growing your business so that you get to have a bigger impact.

Not pretty.

But, everything gets different, and better – and sold – when you move forward with people.

Because really, that’s all that selling is.

Each day, I talk to people who are doing something good, and they want to reach more people.

And when they learn, and internalise, the framework I teach, they go from ‘selling sucks and it’s hard’ to ‘huh, this ain’t so bad, and I’m getting the hang of it’.

Want some of that for yourself as well?

Cheers,

Martin

What I Want for You, and What That Might Look Like

It’s a delicate thing, when you’re in business and values matter to you: yes you want to sign on a new client, but you don’t want to seem needy, or greedy, or pushy.

And yet: unless you sell, you don’t get to have an impact, so something’s got to give. But values of course won’t ‘give’ – those are immutable and non-violable.

And so one of the biggest dilemmas for ethical people, is that while we want to give, help, and serve, we’d never want to make the impression that we ‘want something’ from the other person.

So here’s how I would flip that around, because it’s never about what I want from you.

Instead, it’s about what I want FOR you:

I want for you to grow, achieve, succeed.

I want for your people to be touched by your work.

I want for you to have impact, and a thriving abundant life as a result.

Thing is, I don’t know what any of that looks like for you. Do you want to scale? Grow? Move fast? Work in sprints, or marathons?

Do you want high visibility and the rewards that come with it, or are you more the slow-burn type of entrepreneur?

And what about money? What kind of returns do you want, what sort of personal income, what type and levels of investments do you want to make?

And yes, I know: it’s not about the money – same here. Money is just a nice reward, and a way to measure impact.

It’s not the only measure, but it’s damn useful because it keeps a company going.

So one of the things I want for you, is to enroll more buyers.

And I’d love for you to have fun doing it, knowing that you’re strengthening your company without ever having to go against your values.

Instead, you’d be enrolling people with ease, and really enjoying it.

Yeah… that would be awesome… I can see it now! :)

Let’s schedule a short video call, and see how I could help you make the above real?

Cheers,

Martin

Never Let Bad Become the Baseline

You may have heard me say it before: any skill or talent is also an achilles’ heel, and vice versa.

An ability to listen deeply can cause you to not speak when the other person needs you to.

Creative skills can work against you if you lean into them so much that you don’t take time to think clearly and you end up making sloppy decisions.

Being open-hearted, compassionate and generous can cause us to take crap from people when that helps neither them or us.

Or, a very common one: being intelligent and well-read often goes together with overthinking things.

And the big one: our innate ability to be gritty, to push on, to keep ourselves together under stress, can be utterly devastating.

When that happens, bad becomes baseline. And I’m beginning to suspect that rather a high percentage of people deal with that.

Examples:

Anxiety is horrible, but once you learn how to deal with it, it becomes less noticeable, and constant states of anxiety become the baseline (something that media play into very cleverly).

Lack of sleep sucks, but you get used to it, and being tired and cranky becomes a baseline.

Depression creeps up but it gets pushed down, and it becomes baseline to feel gloomy or angry about things.

A hateful marriage becomes baseline over time, when we teach ourselves to just suck it up and deal with it.

In all such cases, we accepted something bad, got used to it, got good at dealing with it (read: got good at pretending we don’t notice), and it became the baseline.

I haven’t read any studies and I’m not an expert, but I’m seeing a LOT of people who have a low baseline for things – relationships, free time, money, business results, time spent on hobbies, crappy jobs, a business that runs you versus the other way round – and it hurts me to see it.

So today I want to ask you:

Is there any area in your life, where without you being aware of it, you allowed a bad thing to become a baseline?

And if there is, isn’t it time to raise the baseline back to normal levels?

If yes and yes, and if one of those things is ‘too many sales opportunities are lost’, then that’s something I can help with.

*Especially* if you’re a kind and compassionate person whose work is meant to make things better for others, because heart-centered entrepreneurs are often those who struggle most to create new clients.

(It’s what I call the good-egg problem, where we don’t sell effectively because we don’t want to violate our values).

Enrolling buyers gets easier though, when you let values drive the sales process – and I can show you how.

There are still a few seats available for the pilot launch of my 10-week training on ethical enrollment, so if you’ve been on the fence about joining the programme, let me know.

I’ll send you a calendar link where you can schedule a call with me, and we’ll have a friendly conversation to see if this is the right programme for you, at this point.

Let me know…

Cheers,

Martin

Good Ideas? Volunteer Nothing

Good ideas abound, and they’re a dime a dozen.

But unless someone accepts a good idea, it’s little use.

And each day, we volunteer our good ideas to others.

“This thing would really help you!”

“Have you tried XYZ?”

“Dude, you’re holding it wrong – that’s not how it works”.

“Darling, maybe we should stop and ask for directions?”

If you’ve ever volunteered good ideas, you’ll know how rarely they get picked up. It takes a special relationship, or at least the right circumstances, for someone to pick an idea and run with it.

Meanwhile, each time you suggest something, the other person subconsciously is being told that they’re wrong, which is exactly why so many good ideas get lost.

Nobody likes to be made ‘wrong’, and while our intentions may be excellent, our coming out unbeckoned with our good ideas, just doesn’t work.

Everything changes though, when someone asks for our good ideas. That’s when they listen, consider, and often also implement.

This principle – inadvertently ‘making someone wrong’ – is why so many sales opportunities break down.

So how do you get your child, your spouse, your assistant, or indeed your buyer, to ask for your good ideas?

Well, you can’t ‘get them to’. We don’t control other people.

But, we can be the best possible partner in the conversation, for them to want to know, and ask for, our good ideas.

How?

Volunteer nothing. Offer no good advice. Have no excellent recommendations for them.

Instead, learn that person. Investigate what they’re up against. Ask questions and keep asking them, until they ask you: “What would you do?”

Then you offer your idea, and then you’ll very likely see it heard, considered, and maybe even adopted.

But until they ask?

Volunteer nothing.

Not only is it respectful to leave the other to ask instead of taking the high-ground that comes with knowing what’s best for others, it’s also vastly more effective.

Cheers,

Martin

Beware of Business Cannibalism

It’s such a tricky trap, so easy to fall into:

Doing the work that supports your business, while postponing the work that grows it.

Your site, your social media updates, organising your files, emptying your inbox…

And while all those things are helpful, or useful, or even necessary, they should never be allowed to cannibalise the time you could spend on the activities that drive growth.

But this trap – business cannibalism – is exactly what causes the majority of struggles in business.

If your goal is ‘x number of clients’, then it’s good to ask, when planning your day (you do plan your day, don’t you?): Does this activity directly contribute to reaching my goal?

If the answer is no, then the activity is the last thing you should schedule.

Think of it like this: if you fill a bottle with sand, you can’t get the pebbles in.

If you fill your days with business maintenance, you’ll have no time left for business-growth.

Plan your important activities first, and fill the gaps with the other stuff.

And if there’s one big important growth activity to prioritise, it’s having conversations.

Because conversation build a relationship which causes trust, and it’s inside that a potential buyer becomes an actual buyer.

And I’ll show you  *how* to have those conversations, once you enroll in my 10-week ethical sales training, which is still in pilot launch at 30% off.

Let me know if that’s something for you…

Cheers,

Martin

“You Don’t Need a Coach…”

“…You need a vacation.”

Takes guts to say that to a person who wants to work with you.

And no, it wasn’t me, but a business coach in the States I interviewed yesterday.

And, it’s the perfect example of integrity, and selling with true concern for the other.

Sure this coach could probably have signed on a client, and I’ll bet it would have been a super helpful experience for that person – but that would be akin to saying “What they really need is a good meal, but we’ll sell them cake, instead”. Nice to have, but not what’s required to do the job.

If you want the best for others, you sell them what they really need, and want – not what’s ‘also nice’. Not if ‘also nice’ doesn’t solve the problem they hope you can solve.

Now this kind of thinking is good and all, but how does it help you actually enroll more buyers?

What do you say? What do you ask?

How do you build trust?

Yes rapport is there, but how does that help, actually – what do you do with rapport?

What do you need to know before you can ask for a sale, and what do people need to know before they’ll welcome that question?

I could spend days answering questions like that – which, incidentally, is why I write these daily articles (hi!), but the problem with articles is that I can only go so deep.

If you want to really learn the ins and outs of making enrollment fun and profitable, a deep dive would help.

And for a limited time, that deep dive can take the shape of a weekly meeting, where I train you step by step, personally and live, in how to sell your work with integrity and profit.

Because those two *can* go together.

Here’s what a student, Zoey Zoric, had to say:

“This course has really changed how I approach sales, and how I approach my clients.

Your weekly homework assignments had me look for opportunities, and start conversations with people I’d normally never approach.

Selling has become something infinitely more fun- it’s a completely different game now”.

Now Zoey is an artist – and artists are some of the most encumbered people, where it comes to dealing with selling. To go to ‘infinitely more fun’ in 10 weeks is, I believe I can say, a lot.

And, halfway through the course her views and skills had already changed so much, that she had – I believe – 27 or 35 sales in a 1-weekend art show.

Such is the result of learning my ways…

Enrollment is open for the pilot programme, at $950 for ten weeks, live personal sessions, with direct email access. Limited seats (I’m actually thinking of taking on only 5 students instead of 10).

Want to go from ‘selling sucks&I don’t know how’ to ‘I can do this and I enjoy it’, the way Zoey did?

Then hit that reply button, and let me know. I’ll be in touch with details…

Cheers,

Martin

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