My approach to meeting and selling to groups of new clients was very different before attending Alison’s presentation. I used some of her suggestions and achieved 130% of my quarterly sales target in the first 2 weeks of the quarter.
I’m really drawn to the idea of selling mindfully, of using Mindful techniques to increase sales. And I have been very successful at using them. Here’s why…
If you think about it, some of the core principles of mindfulness are;
being present and focused
When you’re present and focused on the conversation, you don’t miss anything. You’re ‘out front’ not in your head making assumptions on how things are going or your prospective customers needs.
When you’re listening, it’s so much easier to get a big picture of the person speaking, what they want and how you can serve them. You hear the layers of their conversation and what they are really saying.
Lastly, by paying attention you begin to see how what you have meshes with what they want organically. The connection between the two of you lights up as they are speaking.
So when you respond, you are embracing a much bigger picture of them than they can see themselves, synthesizing it through the lens of your product or service to bring forth a close to perfect match!
There are two other components which I would say are necessary to the sales process, whether this is selling a service or product, your idea, concept or proposal or even yourself during an interview. They are:
1. Planning and preparation
This is the part when you get ready, set your intention and do your background research. By getting ready I mean have all the physical tools you need such as pen, phone, up to date contact details and a clear space around you to put them. Setting your intention, apart from being of service, solving someone’s problems and making a connection is also about your approach.
I take a minute to center myself so that I can be my best for them and me and use a mindful breath to do this.
Background research is obvious, but so often people don’t do it. Even if I’m calling someone with a view to networking, I will look them up on Google and find out about who they are. This gives me something to ask questions about… Seeing their picture helps me connect with them and some sense of who they really are. You can do this through mindful practice, starting with your free audio.
It goes without saying that being 100% confident about your product, it’s features and benefits and how it addresses the pain points of your customers is a vital part of your preparation.
In the case of an interview, it’s how you and your experience benefit the organisation you’re applying to.
In the case of a presentation, it’s the key message you want to embed and that will instigate action.
2. Ask questions and make suggestions
The smartest people are inquisitive. They ask lots of questions. The more open ended questions (that people can’t respond with a straight yes or no to) you ask, the more the person or group opens up, the more information you get and the more quickly the meshing process starts to happen.
Selling mindfully means asking the questions you’re inspired to ask, not the ones you think you should. It means listening to where the answers land and staying open, having confidence in you and your service, and that you’ll know when the time if right to make suggestions. If you do this right, your suggestions will make complete sense and land perfectly.
If you want to know how I achieve 93% sales conversions, get hired for every job I apply for, and can inspire a room full of people to take action, get in touch.
First step to better sales results? Get your free audio!
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