Article: Find Your Sales Goodness: Get more clients you love

25th May 2016 | By Frances Pratt

Find Your Sales Goodness and get more clients you love by doing less

This article follows on from Sales Confidence: How to Ditch the Wizardry & Be Yourself

“You had the power all along my dear.” Glinda the Good Witch of the North
 L. Frank BaumThe Wonderful Wizard of Oz

Glinda the Good Witch of the North is my favourite character in the Wizard of Oz.  She knows so much and yet she allows Dorothy her journey so she can discover it for and of herself.

Selling is very much the same.  It is not our job to tell others what to do, merely to suggest solutions to their problem, give them a credible pathway, and be there to support their journey.

Sales Goodness: Let’s start with you 

If you are reading this blog, it is likely that you feel uncomfortable in your sales role.  I know that sometimes you enter a sales meeting or call feeling like Dorothy – a fish out of water.  But let me tell you – you are Glinda to your clients and potential clients.  You have so much knowledge and understanding, all you need to do is to lovingly and carefully share that sales goodness with your clients.

The best way to do this is to start with your Sacred Journey, your yellow brick road.  It definitely shouldn't have every step people take.  But it does have a clear place to start, a path to follow and discover and a destination.

Sales Goodness: Allow your clients their sales journey

Glinda knew very well that Dorothy had everything she needed to go home – simply by clicking the heals together on her ruby slippers.  But she allowed Dorothy to go on a journey of discovery – where she found that she had the brain, the heart and the courage (and the slippers) all along.  In the journey Dorothy also learned how to sell, to help others find what they needed.

We know so much about what we do ... but it is the clients' journey that matters and in that we discover new things ... if we just allow and observe.

“I'm glad I don't know everything, Dorothy, and that there still are things in both nature and in wit for me to marvel at.” 
L. Frank BaumGlinda of Oz

Sales Goodness: A Mature Relationship

Selling is about establishing a very mature relationship.  They have to trust you enough to really tell you what they are thinking and feeling and you then have to use this information to persuade and suggest things that might be able to help them.  But at the end you allow them to make a decision and to take their path.

Sometimes the people we work with choose not to go down our yellow brick road.  We show our pathway with love and allow people to make their own choices.  All is still good in the world.

Sales Goodness: What Glinda did

Here is how Glinda used Sales Goodness with Dorothy:

  1. She addressed Dorothy’s fears
  2. She helped her feel comfortable, where she was at
  3. She allowed her to understand where she was (the starting point)
  4. She suggested a credible pathway for her to take
  5. She told her what might be at the end of that journey.

Sales Goodness: What Glinda didn’t do

  1. Tell her everything that was along the way
  2. Interfere – unless it was life and death


My wish for you is that you choose to be good and true in your journey and that in your sales you allow others the space to be good and true too. 

Sales goodness isn’t about winning or losing or about greatness. 

It’s about helping someone solve a problem that they have in a way that makes them more knowledgeable, more capable and a better person.

Glinda: For the record, I knew you had it in you all along. 
Oz: Greatness? 
Glinda: No. Better than that. Goodness. 
 L. Frank BaumThe Wonderful Wizard of Oz

Travel well my friends.  

For the love of sales and to your sales goodness!


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