This post continues from a post over on my Tanya Lacy Leadership Training Page. And the topic is about how 1 simple expression I would use over and over helped me achieve a steady stream of lucrative contracts over the years.
And it’s all to do with how to look at SALES in a different way.
Let me start with what sales is not.
Sales is not shoving something in the face of someone and TELLING them they NEED to BUY it.
I remember being in Egypt many years ago and having products and trinkets and offers made to me with products being literally shoved in my face.
It’s not a nice feeling is it? And that’s the thing. I believe most people who are AFRAID of selling, are not actually afraid of selling as much as BEING SEEN to be SHOVING something in the FACE of someone that is not needed. Hence becoming a nuisance. Let’s face it, no one wants to be a nuisance.
We don’t wake up in the morning and say – today I am going to annoy as many people as possible. Really piss them off and aggravate and frustrate them making their day really sh*t do we?
No, we wake up with a completely different thought and of course this is what sets up the whole scenario. In-fact our thoughts can make or break our day.
Before I share what the key thought or saying to tell yourself over and over again actually is, I do want to hit you up with a formulae.
Here’s the formulae. I first heard it from T. Harv Eker, and then I changed it up to something that works better for our clients. Here it is:
Thoughts => Feelings => Reactions => Actions => Result.
Your thoughts create your feelings which create your REACTIONS which create your Actions, which create your results.
So if you have the thought “I will be annoying this person” or “this person doesn’t need what I have” you will be right.
If you have the thought “I’m just no good at selling or sales” you will be right.
If you have the thought “No-one listens to me” you will be right
If you have the thought “I can learn how to be better at sales and teach my whole team to do the same” you will be right.
And so, THOUGHTS and what you THINK and what you SAY TO YOURSELF as the leader are SUPER Key to the success of your business.
At Intercept Group we are known for asking this question: Do you accept that the success of your business is a reflection of you?
What we’re really asking is do you accept that your inner world experience is going to shape the trajectory of your outer-world business results?
If you are not getting the results you want, then INTERCEPT your trajectory. (Hence the name of our business and programs, being ‘Intercept’).
And what we’ve grown to understand is that the beliefs and thoughts of the LEADER shape so much.
And this brings me to sharing the saying that I would say over and over again before creating a NEW piece of business or contract for my company.
That new piece of business could be $500 or it could be $100K the saying would be exactly the same.
Whether I was doing a phone call. A discussion. Presenting. Anytime I am entering into communication. And this has been a total game changer for any client I would share this with.
Here it is: Here’s the SAYING.
“LOOK AFTER PEOPLE and THE MONEY COMES”.
Yes, Look after people and the money comes.
Look after people, and the money comes.
This saying to me, was all about exchange. Offering fair exchange for what we as a business could provide and what the client NEEDED.
It comes from SERVE FIRST. It comes from a mindset of SERVING not SELLING.
It comes from finding out what the client NEEDS and what OUTCOMES they are looking for and HELPING THEM to accomplish that OUTCOME.
Even if it meant or means WALKING AWAY.
There are a number of problems I see in business, that business owners make particularly when it comes to growing their business through sales and selling. And one of those problems is chasing money instead of generating support.
So, if you can take this one saying. Put it up somewhere in your office or on your bathroom mirror or in your car you will begin to see results in your life like never before.
How does it work? The place you are coming from is a place of giving rather than receiving.
Giving is leadership. Giving means YOU take the first step. GIVING means YOU initiate. Giving means YOU take the first step. And this first POSITIVE STEP is indeed a KEY PIECE of positive leadership.
If you liked this small training? If you like this small group idea and you know another small to mid size business owners or leaders who would benefit from these insights? Please have them join us on facebook at Positive Leadership Network.
Thanks for reading. See you soon, Tanya.
(C) 2020 Tanya Lacy for #PositiveLeadershipNetwork