8/24/2011
The andidote for prospecting blockage - Soul Hang Out
If you are a sales person or an entrepreneur, you know what I am talking about... A lot has been said about the 21st C sales and marketing field enduring dramatic changes in the last 20 years due to the transformation in technology and communications. A lot has been said about what I call sustainable money and unsustainable money. Meaning "sustainable money" the one manifested as a consequence of a passion to contribute and unsustainable money the one earned with the focus of money itself...for the only sake of making more money. We know how that one ends up. The optimal example is Wall Street. So, we are shifting the paradigm from competition to cooperation scarcity to abundance secrecy to transparency and separation to community union. Most of all passion instead of fear.
What sales is not about any more is: competition, pressuring people to acquire what they don't need. It is not about secrecy. It is not about the logo and the company you represent any more. It is about you. It is about how trustworthy, genuine and transparent you are.It is in one word being "Authentic" enough will easily attract the prospect and engage him or her in the conversation crafted with the keywords that will connect with the monologue in his or her head. Being "Authentic" means you are able to convey your own USP. The only one that will be completely unique. Because you are not the only one in this world...there is a lot of competition (A regular person is exposed to 2,000 ads a day). But you are the one and only YOU. Why note capitalize on that. You, who not compare to anybody else. That is where the confusion lies...think about it. Think about how effective you can be being completely yourself.
What a relief, ah? I know for myself as a sales person it never felt right in my stomach what some of my managers wanted me to do. Something like approaching people like robots with the logo of my company, treating prospects like ATM machines, and even kicking them when they didn't work with their bully objections. It doesn't work. Get the picture? (Smile) The reality is the whole sales philosophy has many holes and mainly is not sustainable. . It also is so disrespectful that measures up with the metaphor... The problem is that we are so brainwashed by the old mindset that we forgot how to be authentic in a business scenario. Or maybe we never learned. That is the question. Makes sense?
Bottom line: It you don't mean it, it doesn't mean anything.
This means that the entire message you create in your head to approach a prospect has to be reviewed, redefined and aligned again.
Why?
Let's do this together. A lot has been said also that sales is evolving into a different animal. It is about building relationships and becoming a trusted adviser. It is about being authentic. It is about long term relationship based on trust and truth as one of my favorite sales gurus Ari Galper at Unlock the Game would say. Sales at the human level counting on truth and trust.
Have you by any chance been feeling frustrated by the way because you can't find the right words to communicate and connect with your prospect and engage him in the conversation that matters the most to him or her?
Have you been stuck trying to find the keywords that will open the door to your prospect's mind to converse with you ?
Are you having trouble putting into words what you really feel inside?
It is not your fault...too long of backwards thinking. You just need to articulate your life purpose into a crafted string of words that connect your intentions to serve with the prospect's problem.
In other words, a PASSION STATEMENT.
We can help!!!