Sales is where love and self respect meet.
This is one of my favourite sayings. It also confuses people, because it’s wildly different to the way most people talk about sales. So, what do I mean?
This: sales is about loving your clients enough to call them and offer your help, and also respecting yourself enough to demand payment for your valued service.
Your business should be about your customers. You’re going to change their lives for the better, you’re going to give them everything you have, and everything they need. You’re going to help them make millions, or become happy with their body, or get their head sorted out right. Whatever it is you do, it has to come from a place of understanding your customer’s pain, and having the tools to help them with it.
Sir Richard Branson said, “I don’t go into a business looking for where to make a lot of money. I go into business looking for where people aren’t being served”.
Sales is about love. You need to pick up the phone, to deal with what many people find scary or uncomfortable, because you love these people and you want to help them. That is one of the most important aspects of sales.
But there is another.
Sales is also about self respect. UNDERSTAND: My products are for sale, my coaching is for sale, my events are for sale. BUT I AM NOT. I will not sacrifice my self respect for anyone, for any amount of money. My time is too valuable to be disrespected. And if you want to create a million dollar business, SO IS YOURS.
One of the most common problems I see with people trying to make sales is that they don’t have that self-respect. They give their time away for free; they change their business to suit people who are never going to buy from them; they don’t ask for the sale during the call.
In short, they lose sight of why they’re selling in the first place, because they’re so overcome by their own fear.
Here’s the deal: there comes a time with prospects where you have to challenge them to pay their way. It’s not the wrong thing to do and it’s not scary – you’re going to lose some and they are the people you WANT to lose. The ones who value you will be happy to pay. And that’s what you want and NEED to happen.
Having enough self respect to charge what you’re worth is important. Charging people so that they will take what you’re teaching seriously is just as important.
Sales is where love and self respect meet. One without the other is never going to get you the business and the results that you deserve.