Change Your Perspective: Selling or Serving?
| Category: Sales Tips | Date: 2003-04-04 |
Do you find yourself “selling” a prospective client on the value of your product or service? Do you anxiously await a positive outcome? Does the outcome influence your “selling technique”? Well, did you know that this belief of “needing to sell” and the "inner story" you tell yourself has a negative impact on the whole experience? You are trying to convince the customer to ‘join’ you and the customer is, at many levels, feeling a sense of pressure. The pressure occurs at an energy level and it is a tangible feeling that can sabotage the most well prepared presentation. Simply put, people are often turned off by “pushy” salespeople who try to manipulate them into participating or buying something. They don’t want to deal with you now, and they won’t deal with you in the future.
Think of beliefs as energy patterns. These “energy patterns” can sabotage or enhance your sales efforts. Lower frequency patterns are the sabateurs! The Laws of Attraction work such that whatever you are focussing on is what you will attract to yourself - it is not the “Law’s” fault if you are focussing on not having enough customers, or thinking “What if Joe Bloggs doesn’t sign up with me? I need the money!” That is a low frequency thought! What you need to be saying to yourself, and often, are things like, “Joe Bloggs is delighted with my business concept and is eager to sign up with me.” (And if he doesn’t sign up today, it doesn’t matter – keeping your thoughts in the higher frequency range will ensure you will attract customers, even if it isn’t Joe Bloggs personally. This is another reason why you can safely detach yourself from the outcome.)
Set your “energy” BEFORE you meet with a potential client. Don’t think “sell”… think “serve”! Instead of “marketing”, think of this activity by other terms, such as business growth time, or opportunity time. Your job is to "serve" your customer, not "sell" to him/her. Serving is sharing. Selling is pushing. Serving is offering your assistance and selling is manipulating and wanting to fill your own agenda. How selfish!
Every experience is a vibrational experience. If you are focused on how you can sell the potential client something, you will be vibrating at a level that is a lower level and will be a match to lower level energies in them. It makes a total difference on the kind of experience based on the intention you have when interacting with someone.
You want to connect with your potential client on the same level. Rid your mind of ideas like “how can I get this person to join up?” or “how can I get this person to buy?”, and instead, think “how can I best serve this person?” Be laid back – tell yourself, it’s not important if they join up or buy now – if you offer service in a non-pushy manner, they will remember you, and when they are ready, they will contact you. You can stay in touch with them – but remember – it is to see if they would be interested to hear of your new product/service, or offer ways to serve their needs – it is in the approach you take and the mindset you have – and coming from this attitude, you automatically come across as less pushy and less aggressive, or even desperate, and potential clients won’t be “afraid” to talk to you, simply because you don’t come on strong.
Ask your potential customer questions about what is wrong with whatever area you have the answer for – get them to describe it and then explain how your product or service can help them and explain how it would help them – but don’t “sell them” on this. Remember, you are simply explaining some helpful solutions to a “friend” and you do not care about the outcome – you do not stress about whether it will lead to a sale just now. They may need to go away and think about this conversation for a bit, but as you’ve been such a delight to talk with and didn’t pressure them, they will feel comfortable about contacting you in the future to find out more. Chances are, they will even be happy to talk about you to their friends and it is word of mouth referrals such as these that build wonderful client databases!
“Selling” represents the ideas of closing the sale regardless… a one-sided situation where you concentrate on yourself selling… it is all about you, and you are very much attached to the outcome. Your “energy” is in the low range and you will attract the same!
“Serving”, on the other hand, represents the idea of serving the highest good for both yourself and your potential customer… it involves what’s good for the client, as well as for yourself – and as “what’s best for me” is often uppermost in any client’s mind, if you can match this “energy”, you will “click” together. Your “energy” is in the higher range and you will attract the same! Joint success!
About the author.
Written by Terri Levine, MCC, PCC, MS, CCC-SLP, the President of Comprehensive Coaching U – The Professionals Coach Training Program, a popular Master Certified personal and business Coach, sought after Public Speaker, and Author of bestseller, "Work Yourself Happy" & "Coaching for an Extraordinary Life". She can be contacted via the website ComprehensiveCoachingU.com or by telephone: 215-699-4949.
terri@coachinginstruction.com
http://www.comprehensivecoachingu.com
Think of beliefs as energy patterns. These “energy patterns” can sabotage or enhance your sales efforts. Lower frequency patterns are the sabateurs! The Laws of Attraction work such that whatever you are focussing on is what you will attract to yourself - it is not the “Law’s” fault if you are focussing on not having enough customers, or thinking “What if Joe Bloggs doesn’t sign up with me? I need the money!” That is a low frequency thought! What you need to be saying to yourself, and often, are things like, “Joe Bloggs is delighted with my business concept and is eager to sign up with me.” (And if he doesn’t sign up today, it doesn’t matter – keeping your thoughts in the higher frequency range will ensure you will attract customers, even if it isn’t Joe Bloggs personally. This is another reason why you can safely detach yourself from the outcome.)
Set your “energy” BEFORE you meet with a potential client. Don’t think “sell”… think “serve”! Instead of “marketing”, think of this activity by other terms, such as business growth time, or opportunity time. Your job is to "serve" your customer, not "sell" to him/her. Serving is sharing. Selling is pushing. Serving is offering your assistance and selling is manipulating and wanting to fill your own agenda. How selfish!
Every experience is a vibrational experience. If you are focused on how you can sell the potential client something, you will be vibrating at a level that is a lower level and will be a match to lower level energies in them. It makes a total difference on the kind of experience based on the intention you have when interacting with someone.
You want to connect with your potential client on the same level. Rid your mind of ideas like “how can I get this person to join up?” or “how can I get this person to buy?”, and instead, think “how can I best serve this person?” Be laid back – tell yourself, it’s not important if they join up or buy now – if you offer service in a non-pushy manner, they will remember you, and when they are ready, they will contact you. You can stay in touch with them – but remember – it is to see if they would be interested to hear of your new product/service, or offer ways to serve their needs – it is in the approach you take and the mindset you have – and coming from this attitude, you automatically come across as less pushy and less aggressive, or even desperate, and potential clients won’t be “afraid” to talk to you, simply because you don’t come on strong.
Ask your potential customer questions about what is wrong with whatever area you have the answer for – get them to describe it and then explain how your product or service can help them and explain how it would help them – but don’t “sell them” on this. Remember, you are simply explaining some helpful solutions to a “friend” and you do not care about the outcome – you do not stress about whether it will lead to a sale just now. They may need to go away and think about this conversation for a bit, but as you’ve been such a delight to talk with and didn’t pressure them, they will feel comfortable about contacting you in the future to find out more. Chances are, they will even be happy to talk about you to their friends and it is word of mouth referrals such as these that build wonderful client databases!
“Selling” represents the ideas of closing the sale regardless… a one-sided situation where you concentrate on yourself selling… it is all about you, and you are very much attached to the outcome. Your “energy” is in the low range and you will attract the same!
“Serving”, on the other hand, represents the idea of serving the highest good for both yourself and your potential customer… it involves what’s good for the client, as well as for yourself – and as “what’s best for me” is often uppermost in any client’s mind, if you can match this “energy”, you will “click” together. Your “energy” is in the higher range and you will attract the same! Joint success!
About the author.
Written by Terri Levine, MCC, PCC, MS, CCC-SLP, the President of Comprehensive Coaching U – The Professionals Coach Training Program, a popular Master Certified personal and business Coach, sought after Public Speaker, and Author of bestseller, "Work Yourself Happy" & "Coaching for an Extraordinary Life". She can be contacted via the website ComprehensiveCoachingU.com or by telephone: 215-699-4949.
terri@coachinginstruction.com
http://www.comprehensivecoachingu.com
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