My mission in life is to help people understand that there should be nothing dirty or awkward about the art of sales. It is a sacred transaction that has been happening since time immemorial.
There is nothing more sacred than when someone trusts you and they agree to walk with you through finding a solution to their problem. That’s what selling is all about, allowing the person to walk their journey.
I often use the analogy of The Wizard of Oz to describe this journey – here’s why.
When your customer finds themselves conscious of their need for a solution, they are much like Dorothy. They have had some turmoil (tornedo) and felt some fear (losing Toto) and have decided to do something about it.
But think about where they find themselves. They have lived their life in black and white surrounded by the things they know.
Suddenly, they are thrust into Technicolor. “This ain’t Kansas anymore!” Once they get over the shock, they find that there are kind people there to help them and that some good has come from the turmoil. But in order to get what they want (to go home) they have to undertake a journey.
Their journey is to follow the yellow brick road. This takes them through a journey of self-discovery where they meet new friends and most importantly learn new things about themselves. Things they would not have learnt if they had stayed in black and white.
They discover new friends and parts of themselves they didn’t know existed. They succumb to new temptations, fears and threats. But through it all, the yellow brick road is there – safe and secure - to take them on their journey of self-discovery.
Once they get to the promised land (Emerald City) they see beauty and people going about their daily life, much like they have always done. There is, with any discovery a certain amount of deception about the promised land. Not because it is inherently deceitful, but because the customer has, in their mind, has built it up to be more than it is. So there is always a ‘scales falling from their eyes’ moment.
This isn’t or shouldn’t be a moment of a feeling of deception or being ‘taken for a ride’ but of joyful discovery that indeed much of the solution that is there is a product of our own journey of discovery. This should, in the end, bring a great new understanding and acceptance of what we have learned about ourselves and what we have now become.
When the act of selling is done well and kindly, there are obvious sign posts along of the way of what you might discover about the products, services, about the company or provider and about yourself.
Over the next few weeks I will be exploring this theme in more detail. I look forward to taking this journey with you.
Here's the next one: Meet Dorothy ~ Your Client
For the love of sales,
Why not have a look at my FREE ebook on the 11 Secrets of Sales Champions ... specifically for people who honestly hate sales!
Would love to hear your thoughts .... go on!