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Grow Your Sales Exponentially with Emotional Intelligence and Intuition
This book guides the reader to take a heart-centered approach to sales in order to transcend fear, easily exceed quotas, enjoy unlimited prosperity, and ultimately achieve spiritual growth. This approach is what has enabled the author to become a top-performing sales rep earning multiple six-figures by intuitively finding the best business opportunities and serving clients with emotional intelligence.Share Tweet LinkedIn Embed pszr.co/LaiUS 986 views
|Marketing & Sales #1 in Marketing & Sales|
|5 publishers interested|
One of the main obstacles that saleswomen face is not the lack of prospects or business opportunities. Instead, the main obstacle is fear: of rejection, of being perceived as pushy, and of failing to make monthly quotas. Fear has a debilitating effect by paralyzing salespeople and tarnishing their relationships with customers when they show up for sales meetings with an energy of desperation or insecurity. Over time, this can lead to failure and burnout. Women can excel at sales because they're more likely to approach their work with a customer-centric spirit of collaboration and listening skills, but not if they're hindered by fear. For the saleswoman who accesses the power of intuition and emotional intelligence through her heart, amazing opportunities and sales growth await.
According to extensive research conducted by the HeartMath Institute, the magnetic field produced by the heart is more than 100 times greater in strength than the field generated by the brain, and therefore has the greatest potential to positively impact customers through non-verbal communication. The heart is also the seat of intuitive wisdom and connection to a higher consciousness. When coherence is achieved between the head and the heart, herein lies the key to forming authentic relationships with customers based on effective communication and service. As a result, the saleswoman can enjoy more customer referrals and increased customer loyalty while letting go of the end-of-month worry and struggle in reaching sales targets.
Heart-Powered Sales guides the reader (saleswoman) to connect to the power of her own heart as the antidote to fear, the root of intuition, the generator of confidence, and the greatest source of emotional intelligence. By following the process detailed in Parts 1 and 2 of this book, along with the practical tools and systems outlined in Part 3, the reader will:
• Reach and exceed her sales goals with greater ease
• Learn to use her intuition to find new business opportunities
• Enhance her emotional intelligence in order to deepen her customer relationships
• Utilize the most effective questions to ask in sales meetings
• Access best practices employed by top-performing saleswomen
• Have an actionable system for creating and executing a successful business plan
• Transform objections into opportunities
• Form an empowered relationship with money
• Increase her confidence, joy and spiritual connection
• Develop a greater awareness of her interconnectedness with a higher consciousness
Even though the percentage of women in sales has been growing, a quick scan of the most popular books on sales shows that nearly 100% of those books are written by men. Where is a woman's voice of authority in sales? And since nearly three-fourths of sales professionals have no formal training in sales, they’re turning to books for guidance and mentorship.
Furthermore, the titles of the most popular books on sales indicate a prevalence of words that are not rooted in emotional intelligence, despite the agreement that emotional intelligence is critical for success. For example, many of the most popular titles include nearly adversarial words such as persuasion, pitch, sales machine, strategic selling, titans, invincible, sell or be sold, and challenger. In a profession that hinges on communication and relationships, where is the heart?
Robin Treasure is a top-performing sales rep who grew her sales territory by more than tenfold within the span of five years for an industry-leading manufacturer of nutritional supplements. She is the recipient of multiple company awards, including top volume sales growth and top dollar sales growth out of a 70-person sales team. Her customers often describe her as much more than just a sales rep: she is considered a trusted advisor and integral part of her customers’ practices. As an official mentor to other colleagues on her team, she is praised as a leader with heart and a spearhead of positive organizational change.
TABLE OF CONTENTS
PART 1: WHAT’S LOVE GOT TO DO WITH IT?
1. I FOLLOWED MY HEART
2. THE SECRET TO YOUR SUCCESS
3. UNTAPPED FORMS OF INTELLIGENCE
4. THE WAY TO THE HEART
5. IS THIS THING WORKING?
6. RECAP AND DAILY PRACTICES
PART 2: LET IT GROW
7. I HAD IT ALL WRONG
8. NOW THAT’S WHAT I’M TALKING ABOUT
9. THE ENERGY OF MONEY
10. INTUITION: YOUR INNATE GPS
11. RECAP AND DAILY PRACTICES
PART 3: PUTTING IT ALL TOGETHER: THE RECIPE FOR SALES SUCCESS
12. DREAMS, DESIRES AND PURPOSE
13. GOALS, BUSINESS PLANS AND STRATEGIES
14. THE IDEAL SALES MEETING
o DON’T LEAVE HOME WITHOUT IT
o DO LEAVE HOME WITHOUT THIS
o ENERGY MATTERS
o 11 MOST IMPACTFUL QUESTIONS
o TRANSFORM OBJECTIONS
o DOES THE SHOE FIT?
o THAT’S A WRAP
o NEXT STEPS
o SAMPLE SALES MEETING SCENARIO
15. BEST PRACTICES
o ONE DEGREE OF SEPARATION
o SMALL ACTIONS, BIG RESULTS
o ADD VALUE, AND THEN SOME
o DIG DEEPER
o THE FORTUNE IS IN THE FOLLOW-UP
o YOU DO YOU
o OWN UP TO IT
o DIVERSIFY YOUR ASSETS
o FROM THE HORSE’S MOUTH
o THE POWER OF POSSIBILITY
o WHAT COMPETITION?
o HEALTH IS WEALTH
o THE BEST PRACTICE OF ALL
16. RECAP AND DAILY PRACTICES FOR SALES SUCCESS
PART 4: HOW TO THRIVE IN TIMES OF CRISIS
17. CRISIS IS OPPORTUNITY
18. HOW TO ADAPT
19. RECAP AND DAILY PRACTICES FOR NAVIGATING CRISIS
PART 5: COMMON PITFALLS
21. SHINY OBJECT SYNDROME
22. IMPOSTER SYNDROME
23. RECAP AND DAILY PRACTICES FOR AVOIDING COMMON PITFALLS
This book is primarily for saleswomen between the ages of 20 and 55, though male readers can certainly benefit too. It can also benefit coaches and healthcare practitioners who want to enroll more clients into their programs. The trend for women in sales is that they represent a growing percentage of the salesforce and their key advantages are innate emotional intelligence, listening skills, and relationship-based acumen https://www.saleshacker.com/emotional-intelligence-in-sales/
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Excerpt from Chapter 2: The Secret to Your Success
As a saleswoman you have the freedom to make many decisions throughout your day: which customers you will call on, where the new leads are, what to discuss during your sales meetings, how to structure your days, and more. Not only can each decision dramatically influence the outcome of each day, each and every thought that you think contains an energetic quality that will attract more of that same energetic quality into your life. If you spend all day thinking about how frustrated and overwhelmed you are, you will suddenly find yourself with more frustrating and overwhelming circumstances to deal with. If you think of all the things you’re grateful for throughout the day, you will experience even more good fortune to be grateful for. Where your attention goes, energy flows.
Most sales trainings will teach you various techniques and strategies for planning your routes, engaging with your customers, writing your sales scripts, and growing your sales. Techniques and strategies are fundamental to your success, and I will be sharing what has worked for me in the latter section of this book called “Putting It All Together.” Yet even if you are equipped with the best techniques and scripts in the world, can you see how your thoughts and energy will have a direct impact on how effective they are?
There’s a whole other dimension to your success as a saleswoman that hasn’t been given the attention it deserves: in this very moment, you have access to an energy of abundance, ease and joy that will guide you in your day-to-day work so that you can achieve the success you desire without burning out, selling out, or being “salesy”. This energy of abundance, ease and joy is what I refer to as divine love. Once you align with divine love as the first step in your path to sales success, everything else will unfold naturally, and the techniques and strategies you implement will be effective because you are in your heart.
It’s like a dream I once had: I was walking through the desert, pulling a camel who dragged reluctantly behind me. That camel was miserable and so was I, toiling across the sand, in the heat. Then it occurred to me that I could ride the camel. I climbed up onto the camel, and suddenly we were soaring through the desert – almost flying. Not only did I feel so happy and relieved, the camel was also joyful and delighted in being able to carry me. As we soared through the desert we were overjoyed in the forward motion and momentum that we shared.
Like the camel, the energy of divine love is here to carry you. It wants to help you glide toward whatever it is that you desire. It wants to be utilized by you, as soon as you connect to it. As author Gabrielle Bernstein writes in The Universe Has Your Back, “The more comfortable you become in this connection, the more certain you’ll be that there is a power greater than you working full-time on your behalf.”
In her book Big Magic, Elizabeth Gilbert writes about the divine inspiration that can come to your assistance in your creative work. Her beautiful description, which I will quote here, could just as easily be applied to your work in sales:
"Sometimes, when I’m in the midst of writing, I feel like I am suddenly walking on one of the moving sidewalks that you find in a big airport terminal; I still have a long slog to my gate, and my baggage is still heavy, but I can feel myself being gently propelled by some exterior force. Something is carrying me along – something powerful and generous – and that something is decidedly not me.
You may know this feeling. It’s the feeling you get when you’ve made something wonderful, or done something wonderful, and when you look back at it later, all you can say is: 'I don’t even know where that came from.'
You can’t repeat it. You can’t explain it. But if felt as if you were being guided.
I only rarely experience this feeling, but it’s the most magnificent sensation imaginable when it arrives. I don’t think there is a more perfect happiness to be found in life than this state, except perhaps falling in love. In ancient Greek, the word for the highest degree of human happiness is eudaimonia, which basically means 'well-daemoned' - that is, nicely taken care of by some external divine creative spirit guide. (Modern commentators, perhaps uncomfortable with this sense of divine mystery simply call it 'flow' or 'being in the zone.')"
It’s this very energy that will guide you and make your work in sales so much more productive and meaningful. As Elizabeth Gilbert notes, you still have to walk to your gate and carry your heavy luggage (i.e. you still have to do the work – which we will cover in detail later in this book), but there is a benevolent force that will make your work much more fruitful and easeful along the way.
As I mentioned at the start of this chapter, I encourage you to use sales as a platform for your own spiritual growth. People tend to approach their spirituality as something separate from their professional life – like something that happens only on the meditation pillow or out in nature. Many people may feel the most spiritually “on” when they are praying or reflecting on their connection to divinity, in whatever form they envision divinity to be. Meditation and prayer can certainly be times when we’re most connected, and I believe it’s important to engage in some form of meditation or prayer every day. Yet each and every moment of our lives offers an opportunity for spiritual growth… even in sales – or dare I say especially in sales.
When you’re meditating or praying, the only challenge is the “noise” of your own thoughts or fears (those alone can be a lot to overcome). Yet the rubber really hits the road when you are out in the world, interacting with customers and clients, and having to confront the objections and obstacles they present to you. The thoughts and fears you experience in those moments will constantly attempt to pull you out of your heart, and up into your head. Your work is to keep dropping back into your heart, and as you keep doing so you will flex your spiritual “muscles” to help you grow stronger and stronger.
Sales is fundamentally about service. It is about serving the needs of your client, and offering them the best solution to meet those needs. Even more so, it is about serving your client as a whole person, not just a client with problems to be addressed. This means understanding that emotions are the driving force behind all decisions and sales engagements. For this reason, one of your main objectives must be to interact with your clients with heart-centered emotional intelligence (I will show you how to do so in a later chapter) in order to help your clients feel listened to and understood. Even though you have your own needs and desires, you must set your personal motivations aside in order to best serve your client. In doing so, you will actually experience more benefit in the long run.
It’s important to qualify that the service involved in sales is an energetic exchange – not a one-way act of charity. For this reason, you can know and expect that your efforts will be rewarded, but in your day-to-day work you must approach each individual meeting without an attachment to the outcome. When you release attachment and when you drop the resistance stemming from fear or scarcity, you will be able to take a heart-centered approach in which the energy is free to circulate between you and your collective client base, resulting in the energetic exchange that naturally arises within a healthy sales process.
Being heart-centered does not mean being passive. Being heart-centered does not mean you will never ask for the sale. It does mean you remain committed to the best outcome for your client. If you know your client will benefit from utilizing your product or service, you will have to transcend your own fears and take a stand for your client by leading them to the sale. If instead your client is better served by a competitor’s product that they are already using, you must remain unattached to the sale but loyal to the relationship with the customer. This is why sales is the best platform for your own spiritual growth: your work is to remain in your heart, stay committed to serving your client, and overcome your own fears and theirs (sales presents lots of opportunities to practice this!) by connecting to the loving energy that is continually guiding you and supporting you. All the while, you will do the work, follow your business plan, know your numbers, and aim to exceed your quotas. Yet by remaining in your heart, you will show up in a way that will allow you to achieve more than you ever thought possible.
Even after reading this last paragraph, are you afraid that by making sales a spiritual practice, you will become an altruistic softie who never makes a sale and is broke by the end of the month? Let me assure you that the result will be quite the contrary. You will never be asked to forget your sales quotas or abandon your desire for prosperity. Instead, your quotas and desires will be alive and well (but on the sidelines) while you gently shift into being connected to divine love. In doing so, you will actually find yourself on the fast-track to achieving your goals, helping more customers, and making more money. You will experience more prosperity because of (not in spite of) being in your heart. The only trick is releasing your attachment to the outcome.
Perhaps you picked up this book with no intention of achieving spiritual growth. Maybe you just want to enroll more clients into your coaching programs, or maybe you just want to increase your sales as an outside salesperson. If that’s the case – no worries! Whether your end-goal is spiritual growth, or just more money in your bank account, the path to get you there is exactly the same: through the heart, connecting you to divine love.
Excerpt from Chapter 7: I Had It All Wrong
The irony in me writing a book about sales is that, up until five years ago when I surrendered and allowed divine love to guide me to a career in sales, I would have told you that I was the least likely person to succeed in sales. If you had asked me why, I would have replied with something like, “Well, it’s because I’m nice, and I have a hard time convincing anyone to do anything they don’t want to do.”
That kind of an answer is deeply flawed, because it presumes that in order to succeed in sales, you have to be pushy or mean, and you have to be able to trick a customer into making a purchase. Even though the concept of sales has evolved far beyond the days of the guy in the bad suit selling crappy printers to people who don’t need them, there is still a hint of an underlying belief that you have to be “that kind of a person” in order to succeed. The truth couldn’t be farther from it. In a moment we’ll dive into what sales really is, but first I need to let you know about a personal experience I had years ago that skewed my entire view of sales.
I actually did have a very brief stint in sales when I was 20 years old, during my junior semester abroad in Milan, Italy. A few months into my time there, I was very short on spending money, so I set my sights on finding a gig that could help me earn enough money to fund my outings with friends and day trips to surrounding villages. Did I have a work permit? Of course not, but my Italian was fluent and there were enough jobs available under the table. Fairly quickly into my search, I was hired by a company that made knock-off perfumes. I was part of the “sales team”, which was a motley crew of young students and housewives who were willing to sell the perfumes door-to-door in little towns outside Milan.
On our first day, we gathered as a team and were each given a kit with sample bottles of the knock-off perfumes. Then we climbed into the van that would drive us all to a village where we would map out our designated streets, hit the pavement, and scatter off in different directions. As the van careened around the winding roads on our way to the village, the driver prepped us for our “sales pitch”.
“After you knock on a person’s door and they answer, here’s what you gotta say,” our driver/sales trainer professed (in Italian, of course). “You can’t go straight into spraying the perfume. You gotta ease into it. So first you just ask if you can give them a brochure.” (I still remember the exact wording of that opening line: “Posso lasciarle questo volantino?” – “Can I give you this brochure?”) “Then,” our driver continued, “when they start looking at the brochure and you see they’re kinda interested, that’s when you pull out one of your samples and ask if you can spray their wrist.”
Okay, I thought that sounded easy enough. I looked around the van and saw that everyone else on my team was nodding, so I figured it couldn’t be too hard. When we arrived at the village, I was armed with my samples and my 20-minute crash-course training in sales. So off I went to find an apartment building.
As I walked up the steps to the apartment building clutching my perfume kit, my heart pounded in my chest and my mouth was dry. I felt the last bit of sunlight warm my back before I stepped into the apartment building lobby. Then the massive door thudded behind me. I looked down the hall at the row of apartment doors, standing shut in obstinate silence. Who lives in these apartments? I thought to myself. Will I remember what to say when they open the door? What if they get mad at me for invading their privacy? Why would they even want these awful perfumes?
I nervously stepped up to the first door and felt my hand tremble as I knocked. A middle-aged matron in an apron answered the door. I blurted out the line I had rehearsed: “Posso lasciarle questo volantino?” She looked at me and nodded, appearing baffled by how an American girl could have ended up in her village, knocking on her door and speaking to her in Italian. As she fumbled with the brochure I’d handed her, I gathered the courage to tell her how I had some special perfumes with me. Then I whipped out one of the sample spray bottles. “Posso?” I asked. “May I?”
As I held up the spray bottle, my index finger armed on the pump, she took a step back and exclaimed “No, sono allergica!” Whether she was truly allergic or not, I will never know. I can almost recall her making the sign of the cross with her index fingers, though that could have been my imagination. But what I am certain of is that I instantly felt shamed, to my core. And I was rattled by the guilt of having nearly foisted something upon a woman who, at best, didn’t want it, or at worst, could have been harmed by it. I apologized to her, shoved the perfume back in my bag, and left the building with tears stinging my eyes.
As I stepped back out into the sunshine, I felt a million miles from home. I wondered how I would ever sell any perfume when I felt like a slimy fraud. But I had no more money to my name, and I also hated to quit. So after taking a few deep breaths and wiping away my tears, I gave myself a pep talk and resolved to try a different apartment building. I knocked on a dozen more doors that day, and never made a sale.
I can’t recall exactly how long I lasted in that job, but I’d venture to say a day and a half. Throughout that experience, my mind was swarming with weighty thoughts like this feels so scummy and I don’t know what the hell I’m doing and I hate bothering people like this. I was entirely in my head, and in my fear-stricken body. Without being in my heart, there was no way I’d be able to receive any intuitive hits or form an authentic connection with the people whose doors I knocked on.
Even though the perfume job was short-lived, what stuck with me for two decades was a total aversion to the concept of sales. This unconsciously plagued me through my three years as a health coach… but it abruptly ended the very moment that I surrendered to the divine guidance that led me to embrace a position in outside sales. The aversion quickly fell away as soon as I was able to reframe sales as an act of service, and of connection with other human beings. Fortunately, I was given the freedom to approach my work in the way that I will share with you in the coming chapters. As a result, my present-day experience has been a complete 180 from that perfume job so many years ago.
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