Sales are the lifeblood of any company, without sales you can’t have any profit, and without profits, you can’t grow your business with investments. A simple equation, right? Not always an accessible path to get to this point. Which is why I’m here to help.
For November, I’m presenting a series on using gratitude to double your sales in the next 30 days. Yeah, you read that correctly, 30 days! By using gratitude as a core principle in your sales, you’ll be able to thrive in your business by the end of this year.
Let me clarify something — when I say gratitude, I’m not talking about you showing gratitude, it’s about using gratitude as a system to inspire gratitude in others.
I felt pressure-sold.
To be honest, I was bullied. When I got out of university, I wanted to get into shape. I went to the gym, and this muscle-bound trainer immediately pushed ALL the bells and whistles onto me. He pushed the towel service, the locker service, and every service under the sun you could name. I left the gym not being able to afford any of this and felt completely beat up, and I felt bullied. I felt pressure-sold.
I left confused not knowing how someone could do this to me. How did I get here? That’s when I went deep. I wanted to learn everything I could about sales and sales psychology. This is where I eventually landed my first sales job.
So now I’m at this sales job where I’m selling conference sponsorships for legal and financial conferences. In my first year, I was tasked to make $250,000 in sales, and I went beyond the mark at $300,000. All was good, you’d think. Well…everything changed with a call.
I got a call from one of my biggest clients, Janet. She told me “Daniel, I’m about to spend $150,000 of my boss’s money on conference sponsorships in the states and I don’t know who to believe! Can you help me?” I responded with “Yes!” And with a question back to her. I asked Janet, “if I were to teach you to asses any sponsorship opportunity that came your way, would that be valuable to you?” She replied with a firm “hell yea!”
At this point, the conversation changed, along with all my future sales.
If I were to teach you to assess any sponsorship opportunity that came your way, would that be valuable to you?
I started creating educational materials and started calling people. I started approaching sales with an offer. I offered to teach people what I’ve been teaching to a few clients of how to evaluate sponsorship offers in a 45-minute presentation. I’d email it to them, and we’d talk about it over the phone (this was the bygone days before Skype!).
I started empowering them with the knowledge they could use. After each conversation, I was given amazing feedback, and they started asking me what sponsorship opportunities I had to offer. This is where I went from $300,000 a year in sales to 1.4 million! This happened because I started giving the value first.
Instead of starting the conversation with “what can you give me?” you give them something. This then extends the opportunity for people to ask “what else do you have?”
Selling with gratitude works.
Giving value first works.
Activating gratitude is the key. Pure and simple.
I know you’re taught to believe that you shouldn’t give anything away for free, but if you start looking at sales as a form of connection, everything begins with genuine trust. You can not establish trust by simply saying that you know what you are doing and are a master at your craft. You’re not giving anything away for free, you’re building a substantial relationship based on integrity, love, and respect.
When you offer your knowledge and expertise first, you’re serving with the intent to leave people better off than when you found them. You are helping them with a servant’s heart. The simple act of giving a shit, helping someone move the needle one tick within their business is what activates trust in return.
Over the next three weeks, I’d love to teach you the gratitude system to double your sales in the next 30 days.
Next week, we’ll be talking about how taking this “value first” thinking with concrete ways it manifests and how YOU can start applying these practices now!
See you soon, friend.
Daniel Moskowitz is the Chief Mentor at Powerful Sales Solutions in Canada and the founder of The Superhero Sales Academy. As a B2B sales professional for over 15 years, closing over 20 million dollars in deals during that time. He has worked in multiple industries and sectors, with hundreds of clients such as the Royal Bank of Canada, Wrigley’s, Jaguar, Rogers, Sunlife, Revera, BackRack, and Flight Centre. He has had the privilege of earning the trust of some of the smartest owners, sales leaders and marketers of the world's largest brands; while also working with many tech and non-tech start-ups and mid-level regional companies. Daniel is on an epic mission to change the way B2B sales are conducted. With a focus on Daniel’s Offer to Serve Methodology, businesses have a positive way to boost sales, develop amazing client relationships, leave a lasting legacy, and grow. Daniel has set a 10-year goal to teach 100,000 Entrepreneurs to sell with love, integrity and gratitude as his way to affect positive change in the world.