What you are about to read comes from my own personal journey.
I will show you that sales can be done by anyone as long as you have a desire to help people.
WARNING: This is an active blog post! Grab a pen and paper and set aside 20 minutes.
Ready? Let's Go!
I’ve been a service person from the beginning of my working life. I started by helping people and businesses do their taxes (I’m a former CPA-tax specialist), and now I help through my direct sales business. I serve their health needs by sharing my extensive research, learning, and experiences through my doTERRA business.
I don’t define myself as the world’s greatest salesperson, nor did I have a sales background.
However, I am really amazing at sales! Why? Because I care about people AND I believe in what I am offering them as solutions.
Through training my mindset and shifting my perspective, I have achieved great success in doTERRA, having reached the rank of Presidential Diamond (and one day Double Presidential Diamond!).
If I can do this, so can you.
But you might do it differently than I do. Selling is an art, and it is going to look different for each person. So, get creative!
Make Two Lists:
List #1: Call Tonight
Write down everyone that you are going to contact tonight to ask them to buy whatever it is you’re selling.
List #2: Give Free Rose oil List (Rose oil is a super expensive essential oil, $250 for 5ml! You can choose a different expensive gift for your business.)
Write down everyone you would contact to give a free Rose oil to, assuming it wouldn’t cost you anything.
Now I want you to look at both lists. Which one is longer?
For most people, the second list is more than 10x longer than the first.
When I have done this exercise in workshops, some people would blank out and have just 1 person on the first list and on the second list they would have filled the page. Why the big difference?
Let’s take a closer look and examine what you may be feeling when writing these two lists.
Difference #1:
In the first list, you may have felt fear when thinking about who to sell your product to.
Difference #2:
If your first list was shorter, it’s probably because you feel like you are taking something from the people on that list. The second list is longer because you feel like you are giving something to them, and that feels very different!
Taking vs a Giving Mindset
What I’m talking about here is mindset: Taking vs Giving.
This is very important. I used to feel like I was taking from my potential customers. I had to do work on my mindset to change this. It never feels good to just ask someone for money or to take something from them.
The Bible says “There is no fear in love but perfect love drives out fear”. This quote really stood out to me and helped me change my mindset towards selling.
I realized that, when I was prospecting people for purchasing, I was not walking in love. Instead I was walking in fear.
Walking in love would mean I was focused on actually serving people. Instead, all I was worried about was myself.
How are people going to view me?
What if they don’t want to purchase? (I will feel rejected.)
Am I bothering them?
I, I, I – it was all about me!
As I started observing this in myself and approaching selling from a completely different perspective, I started getting different results.
I really don’t care what starter kit people are purchasing and whether it’s a small kit or a big kit. But, I know that they’re going to burn through the small kit quickly and I’m going to tell them that and encourage them to get the bigger one without feeling afraid that they will bail or think I’m being pushy.
However, if they can’t afford a bigger kit I will tell them to get a small kit because I’m focused on serving their needs and working with where they are at.
If you’re walking in fear, people are going to be picking up on that fear and mirroring that inside of them.
They will pick this up and it’s highly likely you won’t get a sale at all.
Fear = no sale, Love = no fear
Becoming The Best
How can we be the very best at sales? What is required to be a great salesperson? All business involves selling. Whether you are working for somebody and selling them on your ability to perform or you are an entrepreneur selling a service or product, you are selling. A good sale starts with desire.
1. Desire
What is it that drives you?
For many, their answer is: I need money.
OK, we all need to create income, but why did you go into your particular line of work or type of business? You can make money selling drugs or partaking in human trafficking. But you didn’t choose those things. You chose another way to make money.
So, what is your bigger desire?
Once you know your why, you have to have the mental fortitude to stick with it.
2. Mental Toughness
You need to develop what is called mental toughness – this character quality will drive you to do something even when you don’t feel like it.
It’s an essential character trait for success, but sadly also a rare one.
Developing mental toughness doesn’t require a monumental challenge. On the contrary, it starts in the daily doldrums. Each day you choose to do what you need to do. You establish a daily routine and stick to it. The simple disciplines are how you train yourself to get stuff done.
Make sure your daily tasks involve physical activity. Whether you choose swimming, walking or stretching, some kind of physical activity will drive you to accomplishing and sticking to tasks.
An athlete wants to be the best. But. they don’t start out being amazing. They start out being disciplines. No matter what you’re involved in – you have to actually follow through with it.
One of my top leaders would follow through with what had to be done when it was needed, even though the programs she released weren’t the best. What mattered most was that she got it done!
Fasting is a principle of staying away from certain things in order to focus on things that have greater value. When I host an Evoking the Diamond program for my team, I ask them all to fast from something for six weeks. It’s a way to signify the importance of their goal – to themselves!
Some fasted from crackers, others from movies, others from movie nights, etc. The goal was to teach them the discipline of giving something up to do what needs to be done.
3. Mindset
Your reality is created by what you think.
What you have created in your life is the result of your mindset.
When you get a hold of the right mindset, you can completely shift your results in the area of sales (and in your life!)
By guarding your thoughts and applying discipline, you can shift the way you view the world as well as how you view yourself.
An important part of the process of shifting your mindset is making declarations every morning (and repeating them throughout the day). These declarations can include statements about your value, your identity, your productiveness, how people will receive you, etc.
This alone will have a tremendous impact on your confidence and your ability to close a sale.
Conclusion
What valuable insight have you received from what you just read? What area have you identified that you will need to work on to improve your selling?
What I have described lays the groundwork for you to start to understand what you need to change and what you need to develop.
In Part 2 of Master the Art of Selling, I will share with you the 7 Key Principles of Great Selling for you to apply in your business. I will also share resources, and the dos and don’ts of being a great seller.
Continue on to Part 2 here: Click here!
Want to learn more?
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Abundance can start with small, simple habits. All you have to do is learn and apply them!
If you’re serious about cultivating a life of abundance, work through this course.
If you’ve got an abundance goal you’d like some advice on, let me share my experience!
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