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

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

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: same thing. You have an idea of what ‘selling’ is, and you dislike that idea – but it’s not that hard to reframe it in terms of simply seeking to find common ground with people, enabling the both of you to move forward together.

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.

Now, this is not your standard sales training, with a 3-step close, and ‘the top 15 ways to overcome objections’, and ‘how to get past the gatekeeper’, and all that stuff that regular sales trainers teach.

No, with the LEAP Framework for Ethical Selling, you get a complete shift in how you relate to the kind of people who most need your work.

It enables better conversations, easier followup, voluntary buy-in from prospects at each stage of the enrollment process, and, best of all:

You develop a skillset and attitude that allows you to enroll more buyers, with more ease, without ever compromising your values.

If you’re the kind of person who wants to serve buyers, you might find it quite, quite transformative. 

But even if it’s not for you, or the $1500 price tag is out of reach for you, remember one thing:

Humanity has never not been in the business of selling things – or what Dan Pink calls ‘to sell is human’.

We all do it, all the time, always have done, and once you accept that ‘selling’ is a natural part of human interaction, you’ll find that it gets easier and easier, whether we’re talking about buyers, team mates, your spouse or your kids or anyone you want to get results with of any kind.

This will help.

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, or 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 for you to advance your mission and purpose.

And, sadly, most people completely sabotage their efforts to get buy-in from others.

“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?

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 pretty much 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 get on our side and say ‘yes’.

And how to create that vision?

I’ll show you, if you’re ready to step up to the plate, and get my training on ethical selling. 

Cheers,

Martin

“I Know They Need It – But Somehow They’re Just Not Buying”

If that happens – when you know a prospect totally needs your thing but they’re just not signing up – it’s probably because you’re trying to ‘sell’, when really it should be about them buying.

Because the truth is, things are bought, not sold.

And when we as the seller try to sell, you raise all kinds of objections and defense mechanisms.

Because the moment you tell someone “Do this thing”, they’ll rebel.

That’s why traditional selling is so icky.

A seller trying with all his might to show the buyer that the seller is right, and that the buyer needs to change their views and make a decision, and buy? Yuck.

Even if the seller is right – if he or she correctly surmises that their product or service is right for the buyer – that doesn’t mean they get to tell the other that they are wrong – but that’s exactly the message that the buyer hears.

“No, you’re not getting it. When you buy this, all will be well. You just need to see what I’m trying to show you”. It’s obvious how that won’t work, isn’t it?

Like it or not, even if your heart is in it and you truly care, the moment you try to tell someone that your view must be adopted, you’re making the other person wrong, because you’re right. And that never works.

Hence the saying:

Things are bought, not sold.

Buying is inward, it’s a pull. ‘Selling’ is outward, it’s push.

This is why I teach entrepreneurs how to communicate in such a way that there’s no pushing, no ‘selling’, but instead there’s pull, from the buyer, and they buy, of their own accord.

And if you’re a heart-centered entrepreneur, on a mission, keen to enroll more people and earn more money and have a bigger impact, then I made this for you.

Cheers,

 

Martin

 

 

Evolution, Scarcity and Ethics

“Hey”, I said. “I thought you didn’t eat sugar?”

“I do!” she replied. “But my parents won’t allow me, and in school I can’t because the teachers will tell on me. That’s why I always turn down those birthday cakes and stuff”.

A school excursion, and we were about 8 years old. This girl’s parents were severely into holistic and healthy living, and apparently sugar was of the devil.

The moment we’d gotten off the bus, she’d spotted a little shop and bought a bag full of sweets which she was now moving into her mouth in an industrial manner.

“You won’t tell the teacher, will you?”

I told her no, and she offered me some of her stash.

The desire for something unattainable is baked into our psyche, and we can’t avoid judging something scarce as something valuable.

Goes back to our prehistoric times, when leaves and predators were abundant, but prey, berries and nuts were hard to get.

Scarce resource = high value… that’s how our subconscious works.

Marketers have figured this out, and created an artform out of manipulating us.

Sale ends, limited stock, offer expires, buy now, don’t miss out… we all know the drill, and most of the time the scarcity is artificial and fabricated.

In itself, there’s nothing wrong with a limited-time offer: it can help people who are the right buyer, to get off the fence and make the decision to purchase.

But the way it’s usually done, scarcity is used to trigger super-primal survival instincts, to make us feel on a subconscious level that unless we buy now, our safety, well-being and lineage is at risk.

That might sound dramatic, and it is: rationally we know it ain’t all that bad, but our subconscious is highly irrational, and simply perceives: ‘Scarce! Grave risk, unless I get! Must! Get!’.

The first problem is that it isn’t right to treat people that way. It’s manipulative and very dodgy.

The second problem is that if you drive too hard a sale, you end up with the wrong buyers.

You’ll pull in people who buy not because they want or need your thing, but because their lizard brain drives them to do it.

And then you get refund requests, buyer’s remorse, info-products that never get used, bad reviews, complaints on forums… all the things that don’t help your business – or indeed your buyers.

Selling something is fine – after all, we all like buying things and the majority of people sell things that are worth buying.

But there’s a line between manipulating people based on fear, and helping people who want to buy make the decision to do so.

There’s a hard and sharp line between the two.

I’ll bet you’re on the good side of that line, and so:

If you consider helping people make a decision to buy or not buy something noble, then I can help you get really good at creating buyers, without having to resort to sleazy tactics.

I’ll show you the framework for Ethical Selling that took me 25 years to develop, and works wonders.

Here’s where you can get started.

Cheers,

 

Martin

 

 

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, at whatever stage and 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 correct in warning the buyer of some sort of risk (even if it mistaken), 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 anyway?

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?

This approach – a completely non-attached, sympathetic and highly effective way of communicating with buyers, that keeps the conversation going and causes them to want to enroll – is at the heart of the LEAP Ethical Sales Framework.

And if you want to learn how it works, there’s more information here.

Cheers,

 

Martin

 

 

“If Only I Didn’t Have to ‘Sell’ My Work…”

“I wish selling my work wasn’t part of being in business”

You wouldn’t believe the number of times I’ve heard that…

But reality is that if you want a buyer, selling is not optional. It’s just part of business.

The good news is, that things are bought, not sold.

When a buyer says yes and signs or pays, that’s them making the decision.

So you as the seller, you don’t need to do any ‘selling’ the way you normally think of it.

Instead, your only job is to have a conversation, that makes it easier for the buyer to decide yes, or no.

You can have a conversation, right?

Well then… that’s all you need to do. Have a conversation.

But, there’s different kinds of conversation:

Those that meander, that don’t lead to an outcome or sale, that leave you tired and frustrated…

And then, there’s the kind of conversation that has a purpose, that clears things up as to whether a buyer wants your thing…

… and that elegantly leads to a decision, without any pressure or manipulation.

In order for you to have those conversations, I created the LEAP Ethical Selling Framework – and right now, as I mentioned yesterday, I’m running a special offer.

When you decide to get the 10-week, 1on1 training, you get a bonus:

A personal, 2-hour session, where we analyse the psychology of your buyers, and their motivations for buying from you.

With that, you’ll be able to create segments, and identify offers that will appeal to those segments.

In other words: we’ll spend 2 hours to reveal hidden opportunities, already present in your business.

That way, you’ll not just get the ethical selling skills, you also get extremely clear on where your biggest opportunities are for generating revenue without bringing in any new prospects.

After all: it’s easier to get a repeat sale from a customer, than it is to find and convert somebody completely new.

And that bonus session will enable you to get those repeat sales.

Too much to explain here, so if you’re interested in selling better without compromising your values, and you’re also keen to leverage the super valuable asset called ‘your database’, have a look here, and see if this is right for you.

Now, I can’t offer this bonus forever, so it’s only available for the next seven days.

Check it out…

Cheers,

Martin

Selling From the Heart…?

The sleazy seller 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’ and ‘purpose over profit’?

That person sells from the Heart.

If you’re in the first group, I can’t help you. Well, I could – but I sure ain’t gonna.

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 how to sell from the Heart.

And you can learn that, plus a bunch of ways to use friendly and non-pushy conversation techniques, in this here training, without signup or cost.

And if that framework appeals to you and you want an in-depth, 10-week training?

Then watch your inbox tomorrow, because I’ll have a super interesting offer for you…

Cheers,

Martin

Quality | Vision | Decision

As a provider of quality good or services, you know that when someone buys from you, it’s good for them. Obviously.

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 it’ll be good for them.

They need to sense 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.

Not is it about your vision for their ‘after’.

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 worldm and as the conversation progresses, they’ll gradually 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 framework for ethical selling.

The replay of last week’s live training is here, for anyone who’s ready to improve the way you enroll your buyers, and make it more fun, more humane, and lots more effective.

Let me know what you think…

Cheers,

 

Martin

 

 

Truth, Evolution, and Sales

Tl;dr: If you missed yesterday’s ethical selling webinar, here’s the replay…

 

Let’s get started.

“Oh hang on, I need to take this call”.

A friendly chat with the groundskeeper of a place where 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 straight-up lie.

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 it won’t get restored. Not in a big ‘he’s unreliable, avoid at all cost’ way, but enough to make me wary about what he says and does.

From that moment on, whatever he told me, it always gave me a feeling of ‘is it true?’

And the other day, during a conversation 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?”

Clever rhetoric, but no. That’s not how it works.

Truthfulness is an evolutionary imperative, no matter how cleverly the followers of corrupt politicians try to justify lying.

Humanity NEEDS trust.

We couldn’t have survived without it.

Imagine: thousands of years ago, I’d put on my bearskin and step out of my cave.

A fine day for gathering berries.

I’d grab my club and set off, and on my way to the valley, I’d run into another caveman.

“Seen any lions in the valley, last few days?”, I’d ask.

“Nah”, said the caveman. “There’s nothing out there, you’re safe”.

Imagine if at the end of the day I’d come home with scratchmarks 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 I would!

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, if a buyer as much as sniffs something that might not be true, there’s no sale.

So how do you 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, and that makes landing the clients a lot easier.

Here’s the replay of yesterday’s webinar, explaining in detail my ethical selling framework.

Enjoy!

 

Martin

“Take My Money!” (Helping Good People Sell More)

You’d think people only say that in The Simpsons or some other comedy.

But nope – that actually happened to me last year.

I was talking to an entrepreneur who was interested in the training on my ethical sales framework (webinar coming up in a few hours – don’t miss it), she seemed to be really on board, and when I simply asked if the training is something she’d like, that was her response.

“Yes! Take my money!”

I’ll admit, I was a bit blown away.

And, I admit it wasn’t only because of the ethical selling method that I use – this was a very ready buyer, who had been reading my emails, was a perfect fit, and who’d been sent to me by referral.

Because obviously, there’s a lot that goes into the mix, if you want to sell your work.

You can in theory sell anything to anyone, but you’ll need to be a high-level scoundrel if you want to, say, sell somebody a bridge. (Yes, can be done, has been done. Not nice).

And I doubt that you, or anyone who reads me, is a scoundrel of any level.

So that leaves folk like us, who do right by people and sell things that make a difference, with a dilemma:

If we’re going to make a difference, that will only happen when people buy.

And that’s where the good-egg problem comes in: when a high-value, high-integrity entrepreneur doesn’t sell, because values get in the way.

The solution, as you’ll learn in the webinar, is to sell more because of – not despite – your values.

And in order to do that, you don’t need to use any sort of 6-step selling formula, or 24 replies guaranteed to overcome objections, or closing techniques or even persuasion methods.

No, people like us just need to figure out how to enable a buyer to self-select, so that they enroll themselves in your offer, just like that lady did last year.

And how do you figure that out how to let a buyer self-select?

I’ll show you in a few hours from now… if you sign up for the webinar here. 

See you there?

Cheers,

 

Martin

 

 

 

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