Spirituality in Sales
I have carried the perception for some time now that to succeed in the business world I needed to be ruthless, void of emotion, follow the dog eat dog ethos and I often culled my own if it was to the betterment of the company. This was a belief based on my experience in seeing those around me succeeding with ruthless dictating command and conquer methods and I idolised the wrong examples. I feared that my kind nature would be abused and to some degree deemed as weakness so followed suit with a fairly ruthless persona only interested in the monetary value of every interaction. The karma output of my business was negative, it was always unstable, full of drama and emotionally charged.
For me, if it was sale then it was about the profit, if it was a supplier it was about the margin, if it was about the employee it was about the cost etc. Black and white, profit to loss with no remorse. My whole business ethos has transformed since I have made the breakthrough lifestyle changes this year and I wish to share them and the positive affect it has had on my business. Why? because you cannot maintain inner peace if you are applying outward ruthless aggression in business it is just not possible. We are in an age where sharing knowledge and information breeds success not hoarding it.
In the process of lead generation we tend to jump to the traditional methods of cold calling, template emailing and generally pimping the product and service in every possible place in the hope that when we hoard the net in later we have captured some prospects.
However, we are obstructed by the five basic stumbling blocks.
- no need
- no money
- no hurry
- no desire
- no trust
Traditional approaches require us to strategically tackle each obstruction independently and quash the clients fears whilst building confidence in our product or service. In my most recent business venture: Virtual B2B Sales, it is paramount that I build the business with the same ethos that has improved my personal life. I do not want to live a contradiction of being man of peace at home and a man at war in business. I thought very deeply about the five stumbling blocks and developed a process based on empathy and karma.
How do you empathise with somebody you have never met? Approach each prospect as you are not trying to sell something but that it is your calling in life to help them in some way. Think of the five stumbling blocks and then create the picture of the prospect in your mind.
Picture the client:
- They are someone who is under immense pressure.
- They are anxious about their future
- Their perspective has become clouded affecting their judgement to make decisions
- They do not trust anybody because they have been ripped off or cheated before
- Their business cannot invest because it is struggling
- They are overworked and do not receive the recognition they deserve
- They are stressed at home
- They are stressed at work
- The are feeling under pressure
- They are powerless in influencing company decisions
Now we can empathise with the prospect before we have even met them.
Karma at this point is central to the whole course of the relationship and if the karma is positive then the relationship will develop and if it is negative then at best you will exploit the opportunity and gain a short win but will lose the battle because karma will come back and bite you.
Which will you do? Shot term gain or long term relationship?
So you commence by building a relationship with the prospect, no need to ask anything other than emotional questions to which they can open up to you.
- Ask them how they are today?
- Is it a convenient time to call?
- Have they managed to squeeze in a lunch break?
The point is, if you approach the person with the pretence of the 10 attributes of empathy and are genuinely sincere to ask these questions then it is the beginning of the relationship. If you ask these questions but are not sincere then you may seize the opportunity and even close the quick sale but karma will comeback and bite you.
Think of how many genuinely helpful approaches you make to people and realise they are credits of good karma and then think about how many approaches you make to people where you have ulterior motives and they are credits of negative karma. You may get what you want by using deception but you will lose the larger gains by not having the foresight to sustain longevity.
Keep a spreadsheet of your interactions where you have applied positive karma and look back it once a month. You will be amazed by the results! I have built friendships which have transformed to clients and they are genuinely happy when I call. Karma is tangible in business if we can record the emotion behind our interactions.