I know some people sometimes have issues around money or sales or selling. Quite often I get this response.
I read a survey recently, and the lady surveyed said: "I'm really great at marketing and selling other people's stuff, but when it comes to my own stuff I just kind of fall apart." Does anyone feel that sometimes, you're really great at other people's stuff?
I live by many great quotes to help make decisions about marketing and business, and sometimes life too. This one is actually from my business partner, Benjamin J. Harvey, where he talks about instead of selling, we use the term "inspiring" people to buy.
Every time a sale is made, a person's life improves.
If your products and services actually help people, every time you quote, unquote "make the sale," then you're improving someone's life.
Why would you hold back from that?
Why would you shy away from selling if you honestly believe their life is going to improve?
I remember when I was working at Anthony Robbins, I had a colleague, his name was Goran, and Goran actually had asked me, "Hey Cham, can you help me with my presentation. I want to be like Tony, I want to do a lot of these events." I thought about it, I looked at his presentation, I realised he had a lot of work he needed to do and I said, "Goran, no, I can't help you."
And he was taken aback and he said, "Why can't you help me?" I said, "Because (no offense) but you've got a lot of work we need to do together. This is going to take two hours every weekend for like the next ten weekends.
And I'd need to get paid for that amount of my time. I know we're like work colleagues but I'd need to get paid but I don't want to charge you 'cause you're a friend and I don't want to give you two hours of my Saturday every week for the next ten weeks. So I'm kind of stuck and the answer is no."
And he said, "Cham, but I actually need your help. You can help me, why aren't you helping me?" I said, "It's because the money thing, I feel strange taking your money."
And he said, "Cham, here is my money. I actually want to give you my money. You're doing me a disservice by not taking my money."
And I said to him, "All right, give me your money." So I took his money, but no one had ever said it like that before. And because we had a good relationship he made it clear that I was hurting him by not taking his money.
So if your customers could say what's going on inside their mind, if they knew what your products or services would actually do for them, they would have the same conversation.
"Why are you acting strange around the selling part?"
"This is going to help my life, why are you shying away?"
"Why are you pulling back on the very first sign of a hurdle, of an objection?"
Just know, if your products and services actually help people then you should no reservation in selling it to them and helping them achieve the results they're after. In actuality, it's your obligation to help them. If it's a match... if your products or services help people... don't shy away from that.
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