Photo courtesy of Holly
"Sales are contingent upon the attitude of the salesman, not the attitude of the prospect."
– William Clement Stone
In last week’s article, we looked at an outline model for thinking about effortless influence. This week, we’re going to be exploring the secret of successful selling (relax, you’re going to enjoy it).
Recently, I was reading a Facebook thread where someone asked people to comment on what they thought the number 1 key to building a 6-figure coaching practice was. People gave a variety of opinions (self-belief, commitment, vision etc), then I came to one that spoke right to the issue: If you want to build a 6-figure coaching practice, you need to sell at least £100,000 worth of your services to your clients. That’s the bottom-line. It’s as simple as that. That’s where the rubber meets the road. Whether you call it selling, marketing, persuading or influencing, the answer is still the same…
The ‘influence conversation’ that results in a client paying you to work with them is the access point that allows you to create genuine transformations in your client’s life. This is the doorway you and your client have to walk through in order for you to deeply serve them in a professional capacity.
The irony of it is that this ‘influence conversation’ is the one thing that 95% of heart-centred professionals try to avoid at all costs!
Imagine it: The only doorway they absolutely have to walk through in order to create the life they want is the one doorway they’re trying with all their might to stay away from!
The heart-centred professionals who are making a great living doing what they love are the ones who walk through that doorway, again and again. And what’s their secret? Here’s an excerpt from my book, CLARITY: Clear Mind, Better Performance, Bigger Results (Wiley, 2013)…
The secret of successful selling
Every successful salesperson knows that the single most influential factor in closing a deal is the client’s experience during the sales process. And what’s the biggest factor that influence’s the client’s experience? The experience the salesperson is having.
If the salesperson has clarity of mind, they’ll connect easily with the client, listen deeply, and respond intuitively and creatively. They’ll feel secure in themselves, and have a service-orientation, looking for the solution that’s best for the client. The client will usually “pick up” on the salesperson’s felt experience, and will bring their own clarity and comfort to the decision-making process.
But all too often, salespeople don’t have clarity of mind; instead, their heads are clogged with superstitious thinking. They’re worried about hitting their sales targets, or trying to remember what the next step of their company’s sales process is. They’re focused on making the client like them, and afraid of feeling rejected. As a result, they come across as needy and desperate.
The solution to this is simple; clarity of understanding. When you have an insightful understanding of CLARITY, you know clarity of mind is your strongest card. When your head fills up with superstitious thinking (as it does for all of us from time to time), you notice and allow it to self-correct. You unconsciously telegraph your sense of security, comfort and wisdom to your client, as you support them in making the decision that’s genuinely right for them.
You can get a better understanding of CLARITY, and increase your clarity of mind by exploring the audios, articles and videos here at www.JamieSmart.com and staying in the conversation.
To your increasing clarity