When I think of sales, I immediately think of some dude in an over-starched collar telling me about "The Deal of a Lifetime" and how I'd be a fool by not taking his offer.
Gives me a weird feeling in my gut.
Many of our Infinite Men are also business men, myself included.
You all know that I have things for sale; books, bootcamps, and live events.
But can I let you in on a secret?
I DON'T SELL ANYTHING.
I don't want to be a slime-ball and I'm sure you don't either, but how do we get past the "pushy" sales-guy attitude and still win new business?
As Ryan Black - our head European coach - explains, the way that you’re going get people to magnetically move towards your product or service is by educating them.
Not by giving them band aids, not by giving them tips, but by giving them insight into:
-The situation that they’re in.
-The problems that they face.
-The goals that they have
.... through your own experiences about overcoming the SAME challenges that they’re facing.
Anybody can do that.
If you’ve ever faced a challenge or have overcome something significant; then there’s SOMEBODY out there who’s facing THE SAME THING and would really benefit from you helping them through that same challenge.
In terms of sales, people have this idea of: “How can I not be salesy?"
Well, what if a “sales-call” was just a two-way conversation where you’re just talking to someone and figuring out:
-Where they’re at
-What they goals are
-What they want to get out of potentially working with you
Then deciding mutually if the program, or the service, or the product that you offer, could help them do that? I think most people would be happy to do that.
We’ve been MISLEAD about this idea that we have to be super pushy and we have to hard sell people.
That we have to do like “The Wolf of Wall Street” thing, and say:
“There’s only 10 minutes to go before I go to lunch, so I need an answer now”.
We’ve been totally mislead! There’s no sales really. If you’re doing your marketing right, and if you’re doing your educational attraction right.
Then enrollment is literally a NORMAL CONVERSATION with somebody else who has already resonated with you by consuming your educational content, already totally believes in what you’re saying that you can help them.
Here's how that would sound:
"Tell me a little bit about where you’re at and where you wanna get to. What’s holding you back?”
“Here’s how I work, the kind of results that I can deliver, does that sound good?
If not, that’s totally fine. If yes, let’s go ahead!”
THAT'S IT!
It’s actually much simpler than people are making out. When you don’t automate yourself out of it, and you just embrace it.
And then the delivery of your service should have some elements of transformation in it. You’re delivering a program, service or something which it’s gonna get someone closer to the goal and away from the problem that they’re currently facing.
That’s it. It’s very, very simple.
Stop selling. Start solving.
Join us at Infinite Man 2018 in Lisbon, Portugal! The weekend will be packed with power and I'd love to see you there!