When I am selling in a way the feels right and gets results consistently I am like a colourful butterfly, gentle but bright. I know that I am looking for people who want to be the best they can be. They get a sense that some kind of change is needed or even inevitable. They want to discover what makes them tick, their patterns and their strengths. They want to be more of who they know they can be rather than trying to be like someone else.
I move around a lot sometimes I am up in the air and people can see me, and other times I settle quietly on some beautiful foliage. Either way I do find that I tend to attract just the right kind of people; they spot me in the crowd. It might be my bright colours, or my enthusiasm and or my belief in what I do, but something makes them take notice, makes them want to come over to me and want to know more. I have noticed that I love and attract people who want to start a journey of personal development.
You see I am not a great starter or finisher but I am brilliant at evolving an idea. I am great at getting them out of their cocoon. I am not the one who has the idea, the dream I am just someone who holds the space to make things happen.
My ideal client often feels trapped or stuck. Perhaps you feel like you have some kind of barrier or block that is stopping you moving forward. That is something else my clients often want, it is that sense of wanting to move forward in some way.
It is only as I ask you questions or you ask yourself the questions that it becomes clearer to the both of us what is happening.
Now I know that I can’t open the cocoon because if I did that the butterfly would not have the strength to fly, it is the working it out and the working at it that builds the strengths of the butterfly to finally get out of the cocoon.
That is what I do. I hold that space until the butterfly is ready, until the butterfly has all the answers required to have a go at the next stage of development. I attract independent people who want a safe space to explore what they are really like at their best, a safe space to be whoever they are meant to be. They don’t want to be smothered or helped, they simply don’t want to be on their own while they take the next step.
So selling in a way that feels right and gets results happens when I demonstrate that I am being who I want to be, it happens when I know the clients I can help and I stay in their sight ready whenever they are ready to share the next part of the journey. It happens when and only when that caterpillar is good and ready to start the process or the cocoon is ready to open.
So I wait for the time to be right for the client, I float and I hover so they can always see me but not necessarily hear me, they have a sense that I am there when they are ready. I already know and have confidence that what I do works, they already know it works they can see it or hear it or feel it. All I have to do is be there when the time is right for them.
From this faciltiated session I managed to establish 3 steps that work for me and they may work for you too. I know that there are steps before this and steps after this and that is for another day.
Step 1:Understanding and Belief
What needs to happen for you to believe and understand fully what you are selling?
What needs to happen for you to understand and believe in yourself that you can deliver what it says on the tin? ( It can often be as simple as changing what it says on the tin)
Sell to people you love working with and sell things that you love
What kind of client is that client when you love working?
What kind of thing is that thing when you love selling it?
I invest a lot of time establishing with each of my team their own ideal client, what is happening when they are selling in a way that feels right and what is happening when their client is buying in a way that feels right.
Consider what happens just before you buy in a way that feels right for you?
In my experience every0ne has their own buying process and their own way to do and if you push it you may get the sale in the moment but you rarely get the result you or they were looking for so in the long term the feel right factor diminshes.
What needs to happen for you to understand how your clients buy in a way that feels right for them?
Thank you to Tamsin Hartley of Lighthouse Coaching for facilitating the session that enabled me to gain the clarity to write this article you see until I took the time to model it out I did not really understand what I did when it worked. Now I am able to really focus my energy in the right direction.
If you would like to find out more about the questions that make the difference sign up here for the free report
or come and meet us at one of our events this month.
The Listening Post 18th May 2012 Gosport Hampshire 9.30am to 12.30am
Clean Conference 19th and 20th May 2012 London
Sheryl is speaking about selling clean in a way that feels right at 1.25 in Room 3A on the 19th May
The Listening Post teleclass 23rd May 2012 7.30pm to 8.30pm
The Coaching Cafe Fareham Hampshire 7.30pm to 9.30pm
Would you like to work out the steps that work for you?
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thank you for listening