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Just this past week, my father-in-law Peter invited me to join him for a concert at the Sydney Opera House.
He has season tickets and since his wife Giza had other plans, and Michelle was out of town, he invited me to come along.
Of course, I was really excited to be invited for two reasons.
First, the Sydney Opera House (we live 15 minutes from there) is a world-class architectural icon and since I played violin for 12 years (not many people know that about me) I do have an appreciation for classical music.
As we were sitting there listening to Mahler’s Sixth symphony, played by the 75-piece Sydney orchestra, the perfection of all the instruments playing at one moment spurred a thought in my head about our ability to really connect with others at a human level.
Stick with me here.
There was something completely natural about how all the instruments were blending in with each other – you didn’t hear any of them miss their mark.
That natural flow of things, without complication or interruption, is exactly the kind of flow that most of us are trying to strive for in our business and personal relationships.
In business, especially in sales, there’s a certain awkwardness when you’re approached by someone trying to sell you something. And that awkwardness immediately creates a tension inside of you that puts you on guard...because your intuition is telling you this person only cares about making the sale, and not about really helping you.
In my hundreds of hours of personal coaching with my clients, the biggest issue that comes up on almost every call is: “How do I create authentic trusting relationships in business and make those relationships profitable (even on an initial call to a prospective client)”.
Well, I’ve learned a few things over the past 6 years of developing my Unlock The Game Mindset about how to do just that.
I thought I’d share some of those insights with you today so that you can begin to shift your thinking away from just “going for the sale” (which destroys the chance of really connecting with someone) to focusing deeply on the other person’s issues and concerns -- so that a profitable relationship can quickly develop.
Four Key Ideas to Consider
1. How you view you the person you’re calling to start a conversation with.
Do you view them as a “target” or a real person who may or may not be a fit with what you have. That shift alone humbles you dramatically, because the truth is, no matter how well “profiled” the person is your calling, you still don’t know the truth of what their thinking.
2. Are you problem-centric or “make the sale” centric?
Meaning if you can remove the idea from your mind that your goal is to convince this person to buy what you have – you all of a sudden realize that pitching your solution is not going to help you connect at the human level.
Instead, if you can make yourself 100% open and present to engaging them about a specific problem you know they are having (that your solution can solve), then you’ve entered the relationship from a place of helping, not selling. Oh, and when you master this way of approaching people in your business life, wonderful things begin to happen.
This from Lorna, who was recently exposed to the Mindset:
“Every single one of your points resonate with me, and I know from personal experience that it works. I'm new to sales, I came from a marketing background and moved to GA for family reasons and took a job in sales. I went online in search of tips for selling and found your site. Within the first 3 months I became the top salesperson in the company and have remained at the top ever since. My clients trust me, they know I want to do what's best for them and I get thank you notes from most of my clients.”
What’s happening to Lorna can happen to you, if you are open to shifting your mindset.
3. The words you use must match your true intentions.
So many times when we sell, we revert to words and phrases that are designed to get the other person to say YES. Like “Shall we move forward then?” “How about I follow-up with you next week?”..you’ve heard these before right. They all say “I want to move you closer to buying from me”. And you know that people can read through these lines pretty darn easily.
Change your words and phrases so they convey respect, not forward movement.
This is courtesy of Steve, one of my Mastery Program clients “With your permission, would you be open to us connecting again at a time that works for you?”
Does that feel better?
Well, not surprisingly, Steve and many of my other clients are getting better traction by aligning their words and phrases with their new Mindset.
4. Break your fear of rejection
Rejection can be eliminated. And up to this point, no one has ever provided a way to do that.
You see, rejection is triggered. It’s triggered by the person selling.
And if they are using anything in their approach (their voice, enthusiasm, or words) that associates them with the “salesperson” stereotype, rejection is automatically triggered.
Diffuse the sales pressure, change your mindset and enter the conversation from their point of view, rejection will never happen, because you’ve done nothing to trigger it. (More on this later...).
When you completely shift the way you think, away from “trying to make the sale”, magical things start to happen.
You relax, they relax. You are open, they are open. You are both drawn together by your ability to get out of your world and into theirs.
Thousands of my clients are doing this every day, and you can do the same.
To your success,
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Is Selling Painful For You?
It's not your fault -- and there is a better way
Is this how selling is
starting to feel like for you?
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Old "tried and true" cold calling and sales techniques that were once successful have completely lost their effectiveness over the years. That's why I developed a new sales mindset and cold calling approach that will quickly and automatically put you ahead of the game and instantly in a league above your competition.
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OLD SALES GURU MYTH # 1 - "Cold calling is a numbers game." But, sales is only a numbers game when all you know is traditional selling. Yes, you can call people over and over, chase them until they listen to you so that you just go away. However there is a better - easier method of building trust and getting your product or service message across - all on one call. Simply by changing your sales approach you'll make FEWER CALLS and MORE SALES.
OLD SALES GURU MYTH # 2 - "Use a sales script to cold call." People can tell when you're reading from a script, even if you think you're pretty good at it and getting away with it. There's nothing personal about it and people can pick that up. Being artificial just puts you into the typical "Salesperson" category. If you can learn to get your message across in a different way, you'll eliminate the negative triggers that can lose your sale within seconds.
OLD SALES GURU MYTH # 3 - "Focus on closing the sale." Are you "going in for the kill" with your closing sale technique? - If you are, you could end up killing your deal instead. Old sales techniques do nothing more than pressure the client or prospect, and as a result they naturally want to retreat away from that pressure - and that pressure is you. By learning to avoid the "push and pull" dynamic between you and your prospect, you'll be able to move the sales process forward to get the result you want.
Welcome to Unlock The Game™
Unlock The Game is a radically honest sales and cold calling approach based on integrity and common sense. It challenges traditional sales thinking and helps you achieve better sales results.
It's the missing link -- a new mindset and language that converts selling into a natural conversation between you and your prospect.
It offers you a new way of thinking about selling, from cold calling -- the most dreaded selling experience of all -- to the end of the sales process.
You don't have to abandon the selling skills you already know -- Unlock The Game gives you a new approach and new tools to help you let go of old behaviors that bring you negative results.
It's incredibly effective.
Best of all, it's easy to learn.
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"Unlock The Game is a breakthrough that takes the rejection out of selling"
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"In a new age of frustrating and difficult selling challenges, more specifically the fear of cold calling, and starting new conversations without feeling rejected, Unlock The Game gives us all the answers to a natural way of engaging new prospects over the phone. Keep up the good work Ari!"
Brian Tracy is a leading authority on personal and business success. As Chairman and CEO of Brian Tracy International, he is the best-selling author of 17 books and over 300 audio and video learning programs. |
Brian Tracy |
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To your success,
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