Good morning, everybody! I was on a call this morning, and in our conversation, we talked about the fact that salesy is mindset. And I posed a question that I would like to pose to you and see if we might be able to reframe your thoughts about your sales process or the way that you're currently approaching sales.
When I say salesy is a mindset, what I mean is you need time to reconfigure in your minds what we believe you are going to say, how they're going to respond and if they're going to accept or reject what we have to offer. But, we generally don't ask the questions because we have determined all of that before we have even asked.
So we'll say things like, "I don't want to call them back because I don't want to bug them, I don't want to seem "salesy, etc. Therefore, we do nothing, and we suffer, which means a lot of minds suffer, which means our business suffers, and then we think that we are a failure.
I'm going to ask you to think about it in a different way. What if you thought about the fact that you have THE solution, you have an ability to solve a problem for the people that you are working with and for the people that you desire to work with. Think about it this way. Someone might be giving you buying signals and because you've determined in your mind that you don't want to bother them, you don't want to be salesy, you’ve missed the buying signals and you’ve missed the opportunity.
So for instance, if someone says something like, "I love that necklace that you have on," and you just happen to make jewelry, you miss the opportunity, when you don't say, "Oh, I made this. I actually have a business that makes jewelry."
We don't respond in turn by just telling them what they've already asked for. It's not like we're going to their door, knocking on their doors, doing cold calls. They've already given us the buying signal. They've already told us that they're interested in what we have to offer and now we're not going to say, "Hey, I'd love to sell you one." You're saying, "Hey, yeah, I actually make these. I do custom jewelry." And the next thing they're probably going to say is, "Oh, my God, do you have a business card? Do you have a website? Can I ask you a little bit more about what you do? I have a gift I'd like to buy. I'm looking for something for a special occasion."
When you respond in kind, you now have a conversation that's very organic, that doesn't feel salesy. When we enter a situation with that salesy thing in mind the likelihood is that is exactly how we're going to feel, which means we're just not going to do what's necessary.
Think about it this way, and I used this example earlier. There's an elderly lady standing on the street corner, looking for someone to help her cross the street. She's already on the street corner, she's already decided that she wants to get across the street. Would you walk by that lady and say, "I don't want to bother her," or would you say, "Hi, ma'am. Can I help you cross the street?"
Once again, you didn't go to her house, forced her to come to the corner, and then begged her to get across the street. She's already on the corner, she's already looking for assistance to get across. Your job is to help her cross the street. In your business, your job is to help your prospective clients to cross the street, help them to achieve what they already desire, and just don't know who can help them and you have the solution.
So remember, salesy is a mindset. Reject that mindset and embrace the fact that you're there to help the people who need you the most.