One of the most common blocks to business growth is fears and self-limiting beliefs around sales. Let’s address this taboo and get to the root of the problem.
Selling, for many people, is the equivalent of a dirty word. That in my opinion is unfortunate. In truth, we are always selling… we sell our self to a potential mate, during an interview for a new job, when we meet someone new (if we want them to like us), to potential clients and customers and any time we want someone to understand our point of view. But for the sake of this blog post, I am going to focus on the conventional definition of sales. ‘Selling your products and services to a consumer/client.’
I remember going through ‘old school’ sales training. Yuck! It felt awful. It was all about manipulation tactics, fancy techniques, creating (false) rapport and closing the sale. Today’s entrepreneur engages in business much differently and the old model of selling just plain does not work anymore. I say, “Thank God!”
Selling is about connecting with the individuals who want or need what you have to offer. And it is your responsibility to educate your prospect (aligned client or customer) as to whether your product/service is a solution that will benefit them. If you have a product or service that you truly believe in, then it is time to break free of the old sales paradigm and step up to support them.
I am known for talking about mindset. I eat, sleep and breathe mental conditioning… well not literally. It is however something I am extremely passionate about because it does and will continue to affect virtually every aspect of our lives; including sales and the financial success (or failure) of your business. All it takes is a few negative subconscious associations with sales and you could be predetermining a negative outcome over 90% of the time. Let me give you an example of this.
Let’s say you believe on some level that sales people are sleazy and manipulative. Well, when you are selling your product or service (even if it is the best thing in the world) there is a deep unconscious feeling of guilt or shame; and imagine… what type of vibe that is sending to your prospect? We have all been around someone with that vibration. It is extremely off-putting. So much so, even if the product is the solution to your prospects problem, they will not feel comfortable doing business with you. They may not even consciously know why.
Psychology has come to some fascinating conclusions about our ability to read people. Your energy determines how people respond to you. It determines whether or not they trust you, like you and will choose to do business with you. We have very subtle senses that affect our choices in regard to other people.
So what is the solution?
You must shift your unconscious beliefs about sales. I have been in multiple types of sales positions over the past 15+ years. I had been low man (woman) on the totem pole and the TOP sales person within the company… and what it comes down to is your belief in yourself and in your product or service. If you are in love with your product or service and are still struggling with sales and income then it is time to change your perception of selling! If you had the cure for world hunger, would you think selling it was bad or wrong? I sure hope not. Unless you are selling snake oil, please be open to a new way of perceiving sales.
A conscious approach to sales.
A conscious approach to sales is selling with honesty, integrity, confidence, charisma and a genuine respect for your clients and customers. Can you be effective in sales with this approach? You better believe it! How would you prefer to be sold to? I rest my case. Mastery is to be proficient to the extent that you are doing it unconsciously (for instance, you are unconsciously competent at tying your shoes or driving a car). Can you see how being a master at sales in a conscious way could radically increase your income?
When you begin to shift out of those old fear based beliefs about sales, marketing, business and money, you shift into what I call ‘Being a Conscious Entrepreneur’ or even a ‘Conscious Sales Professional’. Image if every business shifts to this model. No more scarcity mindset. No more manipulation or deception. We begin to live and work harmoniously; all contributing to the greater good with our unique values, talents, gifts and abilities. I encourage you to look at your beliefs around sales. What beliefs are no longer serving you? It is time to let them go.
♠ Alicia Cramer is a Business Coach, Mindset Strategist, Sales and Marketing Consultant. She has worked with hundreds of entrepreneurs on their business and their mindset. Visit www.aliciacramercoaching.com to request your complimentary Sales, Marketing & Mindset Assessment today.