Getting to the Big WHY
I remember attending a sales conference when I worked in the radio industry – and the speaker was teaching us this shady way of how to “get the appointment.” He was telling us to sent really vague letter to leads. To me, it felt like I would be tricking people to get on the phone.
This drove me nuts!!
I made a promise to myself that no matter how successful a mentor was if they taught a strategy that felt out of integrity, I would stay true to myself and focus on being authentic.
I know that if you are reading this, you are probably like me… not salesy at all.
What I teach when it comes to sales conversations is that it’s a “beyond you” conversation where you get to really serve the person on the other side of the line.
Also, this call is beyond you or your business; it’s all about making a difference for THEM. In fact, I teach my own sales enrollment conversation- or a “B.E.Y.O.N.D. U” conversation where it’s compassion-based and “make-a-difference” based! The first step is all about figuring out their big dream, and what kind of effort, if any, they are putting towards it.
Today I’m diving into the first part of the conversation, the “B.”
B: What is their big dream?
What is the vision your potential client has? If asking them that directly feels too big, try asking… “if you were to make a vision board for this area of your life, what would that part of your vision board look like?”
Or “what do you know without a doubt that you do want?”
If they are still stuck, take it to a micro level with “what would your dream day look?”
You set the tone of the call with your energy and tone of voice. I bring an energy of presence and listening.
I like to think… here we are in this human experience. There are billions of people on this planet, and most of us will only meet about 10,000 in this lifetime.
When I get on the sales call, even if that is the only time we ever talk, we have both made the conscious decision to spend our lives together. Isn’t that amazing?
So in the hour we spend together, you truly ARE the most important person in my life during that hour. We are co-creating an experience.
That is the energy I bring to my enrollment conversations.
Remember – you are only a stranger until you say hello.
Are you excited to go out and serve now? Comment below to let me know.