I can’t seem to let go of this “sales” theme. And the fact that my wife and I keep successfully using the Sacred $ales approaches in our relationship builds my excitement to bring them out to you.
This week I was in a conversation with her, it was going along perfectly well, and then, for no reason that I could discern, we were suddenly arguing.
I know that the same thing happens to us in our sales conversations with our prospects. The conversation is going along great, and then, seemingly out of the blue, we hit a bump, and before you know it, the whole train has derailed, and you are sitting in a smoking carnage instead of a successful sales conversation. What happened?
Well, part of what happened is what I discussed last time about being a humble equal. But you need to take it a step further- you need to know the flow of abundance.
There are four directions (five, really) that abundance, energy, conversation, connection flows.
The four directions come in two pairs: Giving and Receiving, Offering and Taking. The fifth is Stagnation, or Stuck, and never lasts very long, unless you hold it there.
If you and your prospect are in different pairs, there are two possibilities- you pass each other other on different tracks, or you have a head-on collision. Neither tends to result in a sale.
Let me explain the two pairs, and then I’ll give you an example.
GIVING is active. Imagine someone putting a grape in your mouth- they GAVE you the grape- you didn’t have to do anything but RECEIVE. People give advice all the time, and sometimes they don’t check to see if the person they are giving to has their mouth open or not.
RECEIVING is passive, and is paired with giving.
OFFERING is passive. Imagine being at a party, and someone with an hors d’oeuvre tray OFFERS you one of those mini hotdogs. Same with a ripe peach on a tree. It’s being OFFERED, but until you reach out and TAKE it, it just sits there.
TAKING is active, and is paired with offering.
If one person is receiving and one person is offering, they pass each other in the night, never making contact. The hors d’oeuvre tray and the person waiting for the grape to arrive- nothing happens.
If one person is giving and one person is taking- collision! Putting the grape into your mouth, and you lean forward and bite- ouch!
It’s even worse if both people are trying to take, or both people are just sitting there receiving.
In my conversation with my wife, I realized that she was trying to give me help with something, and I was alternating between stuck – nothing going in or out- and trying to take- collision! When I stopped, and asked in my heart what flow I should be in, I dropped naturally into receiving her help, and the conversation smoothed out wonderfully.
The exact same technique has worked in dozens of sales conversations I’ve had- really smoothed things out. This is why last issue’s topic on being a humble equal with your prospect is so important- you have to be able to receive and take from your prospect, as well as to give and offer, if that’s what the situation calls for.
This is not only important in sales, it’s important in your relationship with money, and this teaching is also one of the foundational sessions in the Heart of Money™ class. It applies everywhere in your life.
In fact, I want to diagnose for you where I got stuck in my promotion of the Sacred $ales Series. Based on this diagnosis, I’m sweetening my offer.
In addition, very practical steps on Giving, Receiving, Offering, and Taking below in: Keys to “Sure fire ways to connect to your prospects.”
The Sacred $ales Series : A Diagnosis.
I’m extending the early registration deadline and increasing the discount. $100 off! But why? Read on.
I’ve had a lot of response to the Sacred $ales teleclass I did some weeks back, and tremendous response to this series of articles on sales, and lots of people responding to read about the Sacred $ales Intensive. But lukewarm response to actually signing up.
It had me puzzled, and so we’re going to try, in real time, the Sacred $ales approach here, and see if it helps.
When I stopped and looked, I saw that I was in offering mode, which created a lot of response from you all. Then, I fell out of Offering mode, and into Taking mode, which sometimes happens to me when I get worried “Will they like it?”
When I sat in my heart, I saw that I wanted to go back into Offering mode so you could Take what you wanted, and then I could drop into Receiving you, just like I did with my wife in the example above.
What does this look like? My mastermind buddy and master healer Habib Adam Kayce helped me look at the issue, and here’s what we saw:
1) I was kinda scared… No, really- I wanted you to really get what you needed. And, so I was nervous if it was “good enough.” That ever happen to you in your sales conversations? Well, it can sink you if you don’t spot it and change.
2) I was emphasizing the “intensive” nature of it, as if it were a boot camp. Habib pointed this out, and we both felt that it was scaring people off, instead of comforting people who were in need.
This class is no boot camp- it’s meant to be a beautiful, solid, sacred container that walks you completely through your sales process so you can bring knowledge, integrity, and love to your prospects. AND make more sales.
Similar to how Habib and I looked at it, we’ll be looking at your conversations, using role play, and examples you bring, to diagnosis the subtle places where things go off, and how to set them right. As well as how to set it up so you can avoid many of the obvious pitfalls in the first place.
I’m going to start it a week later- May 10th, and it will end a week later, June 21st.
And, if you apply by Monday morning, May 2nd, you’ll get my early registration discount- $100 off!
The intention: That you have more fun and are more effective in
your sales conversations. (Meaning you end up with more sales.)
Sacred $ales Series
Seven Tuesdays, 10am-noon pacific. Starts May 10.
Maximum 8 participants. Includes workbook, copy of Unveiling Your Jewel™ teleclass audio program, and CD recordings of each session.
Price: $200 now, $200 on May 10th, and $200 on June 1st.
Apply by May 2nd, and get $100 off.
For a full description and an application, click here.
I really want to help here, so if you have any advice or questions for me about this class, I would appreciate it if you drop me a line.
Keys to “Sure fire ways to connect to your prospects”
How does this all work in an actual conversation?
* Giving is active. Giving usually takes the form of giving advice, recommendations, directions, orders. If someone is in Receiving mode: “Help me- I don’t know what to do,” then Giving can be very effective, “I think you should sign up for this class, it will help you a lot.”
Giving doesn’t work when your prospect is not open to receiving you. Signs that they are in Receivng include: direct requests for help, and/or an openness and trust on the part of your prospect.
* Receiving is passive. Receiving usually takes the form of following advice, recommendations, directions, or orders. It takes a lot of trust to Receive, and very subtle things can upset someone’s Receiving. “Okay, I’ll do what you say- that makes good sense to me, and I trust you.”
* Offering is passive. For an Offer to be effective, it must be made with a real intention to serve, and the details of it must be crystal clear. Prospects have to know exactly what they are being offered, what’s involved, is it really okay to Take the Offer, and what is the commitment if they do Take it.
“I’m offering you a chance to take this class, get a bonus recording, and get another $100 discount. All you have to do is agree, pay and show up for the assignments.”
The Offer is often where sellers have hidden hooks that turn the Offering into a Taking, causing a collision with a prospect, if the prospect doesn’t disappear altogether.
* Taking is active. Taking takes trust, but not as much trust as Receiving. In order to Take, it must be crystal clear what they are Taking, including any accompanying commitments.
“I like your offer, I’m signing up.”
Your heart instinctively knows which mode to be in, and when to change in mid-conversation. If you pay attention to the subtle changes, you can follow it, like a dance.
