Note from Andy: This is a guest post by Sana Choudary, founder of Own Your Sensitive Genius. Check out Sana’s companion meditation to this guest post here that will help you get into the right state of mind for selling with compassion, generosity and hope.
Meet Angelique. Angelique is a highly sensitive entrepreneur (HSE) who LOVES her health coaching business. Her business allows her to help her clients improve their health in remarkable ways.They in turn become lifelong fans who then refer their friends and family her way.
But even with these referrals Angelique struggles with a major problem–constant feast and famine. Some months she is packed and other months there are crickets. Angelique never really knows when she will get booked again or when she will be able to pay her bills. The stress has gotten so overwhelming that she has even considered shuttering her business.
The reason for Angelique’s problems? She HATES selling.
Can you relate?
Think of all the opportunities you missed because you hate selling? What if you could love selling as much as you love your work?
How much more value would you be able to provide to your clients?
How much more impact would you be able to create with your work?
How much more would you be able to focus on the work you love, if you didn’t have to constantly worry about making the money you need to support yourself and live comfortably?
I bet the answer is significantly more. I also bet that the mere thought of being able to do the work you love, free from concerns about money feels like an impossible dream.
Well all that and more is possible if you turn every sale into an opportunity for compassion and generous giving. How? By changing how you think about selling.
Why changing how you think about selling helps
Ever notice that what you hate only gives you more and more proof that it is hate worthy? That is because your hate-thoughts about selling, leads you to act like a person who hates selling. You may act nervous, reluctant, cold, arrogant, or annoyed in sales situations. Not surprisingly these actions produce results that further confirm your hatred for selling (like potential clients acting rude or aggressive or choosing inferior competitors instead of you) .
These thoughts, behaviors, and results act like a vicious self-fulfilling prophecy that keeps you away from all you really want from your business. Changing how you think about selling will allow you to break this cycle.
How should you think about selling?
You should think about selling as a gift.
Think of selling as your gift of compassion
The goal behind anything you sell is to help your clients, with a specific problem or struggle they are battling. How likely do you think your clients are to get true compassion around their problem or struggle?
Consider yourself for a few minutes. How many people can you share your problems with and get true compassion? Chances are only a few. And even with them, unless they have faced exactly what you are facing now, they may not be able to give you the compassion you really need. Not on purpose, but simply because they may not fully understand what you are going through.
The same is true for your clients. Most of them aren’t getting the compassion they need around their problem or struggle. What makes it worse is that many people actually get blamed for their problems, making them not want to share in the first place–tragically keeping themselves apart from the healing they really need. You can change this for them.
Every sale is your opportunity to give your clients the gift of your compassion for their problem and their struggle. Through this compassion you can show them that they matter, that their desires for a better future matter and most importantly that you care.
Think of selling as your gift of generosity
Have you noticed how everyone, including you, is getting busier all the time? How likely are you to get focused time and attention from others on your problems and struggles? Not very much.
You are even less likely to get focused time and attention from an expert. Particularly one who knows more about solving your problem than you do from their experience of helping dozens (or even hundreds) of people who were where you are now. The same is true of your clients.
Every sale is your opportunity to generously give your clients your focused time, attention, and knowledge around their problems. Through this generosity you are helping them explore possible paths they can take to solve their problems and collaboratively assess if the path you offer is a match to what they need and want.
Think of selling as your gift of hope
Have you ever noticed what happens to people who struggle with the same problem for a long time? At first they may be frustrated but still hopeful. But overtime that hope fades and they may even forget ever being hopeful about solving their problem. They adopt what psychologists call a learned helplessness attitude–since they couldn’t escape or avoid their problem before, they assume no action will change their problem. Eventually they stop trying altogether.
Many of your clients have had their problems for a long time and have either already entered a learned helplessness state or are getting there. If they hadn’t they would have already solved their problem.
Every sale is your opportunity to give them your gift of hope for a better future. One in which they are no longer struggling with their problem. One in which all that they really desire is not only possible but is a reality. Through your gift of hope you are opening the door for them to this beautiful new world.
As you can probably sense by now you have the incredible power to change your clients’ lives. But that will only happen if you put these ideas into practice. And as you know putting it into practice isn’t always so simple. Just think about that potential client: you know the one you know needs your work, the one you know you can really help, but the one you haven’t reached out to because you hate selling?
Well I want to help you change this, which is why I have created a free 5 minute guided meditation for you so that you can sell that client compassionately. This audio meditation will help you get into the right state of mind to truly be there for your potential client–as the voice of compassion, generosity and hope.
In fact try it now–download the meditation, listen to it, and then call one potential client right away.