Happy 2018 everyone! Hopefully you found time to rejuvenate and recharge to make this one of the best years ever!
I teach my students how to sell with love, integrity, and gratitude as a way to build long-lasting client relationships, and leave a lasting legacy you can be proud of. Today I want to focus on selling with Integrity!
To be a Superhero Entrepreneur is to put the needs of your clients before your own. Yes, that actually means lying down in front of the bus and put your needs on the backburner. This means that you structure deals and level of engagement from a place of pure integrity.
The results are life-changing.
When you work with clients from a place of selflessness, not only do you create and nurture authentic and meaningful connections with your clients, the referrals you get are from people more apt to reciprocate your process of giving.
Let me give you some examples…
When I was a commissioned-based salesperson, I had monthly quotas and quarterly commission structures to go through, but oftentimes, I was faced with opportunities that required a phased approach. A phased approach could be a discovery or I would do some of the work, and I would have to trust that I’d have a good enough relationship with my client that if I delivered my good quality service, we’d continue onto the next phase. This may seem counterintuitive in a sales commission point of view; if I’m a salesperson, I’m only potentially getting the first phase of the sale. And if the next phase doesn’t happen, I can lose out on a commission structure. However, the ultimate return was gaining meaningful relationships based on TRUST that gave a wealth of referrals.
When I put the needs of the clients before my immediate needs, I stepped outside the confines of financial spreadsheets and focused on the long-game of the human aspect of business growth. This approach ultimately led me to 6-figure engagements in the future.
Always focus on the best interest of your clients. And feel free to be creative in the process.
In my Superhero Sales Academy, I have students that need a different payment structure. Is this necessarily in my best interest? Not exactly. I prefer to receive the payment upfront. However, I know that I can deliver great results and they they’ll keep paying because they enjoy working with me. So the question clearly becomes, why not?
You can be more flexible when you believe you can help your client to actually achieve the results they want.
I also help sell sponsorships for large events. And when I look at this through a commissioned-based structure, I can look at it in many different ways. I can approach it as taking one rate of commision on any sale I make, or I can look at it through other variations. I can approach a client and ask them “if you give me a referral lead, I can take a lower commission. If I give you a lead, it’s going to be a higher commission because I’m doing more of the work.” When there’s a trust of give and take in a relationship, there’s always room for flexibility. Even though my profit margins might be lower with this approach, I’m gaining the genuine trust of my client while creating a more fair reward structure .
The process of sales is an evolving conversation more than a one-time transaction where one person profits over the other. Approach sales as inherently a win-win scenario, uplifting everyone.
Here’s where my Offer To Serve Methodology comes in…
When you’re actively proving to your client that you can serve them before you’re asking for money, it’s actually coming from a place of integrity. During the sales process, when you offer your client with a series of best practices that you know will help them create positive change in their life, positive growth and change will return to you.
Here’s a few things I’d like you to do: Take a look at my Offer To Serve Sales Methodology. You can access this information on the homepage, you can subscribe to my YouTube channel, you can also stay up to date by subscribing to my newsletter. But most importantly, I want you to find a methodology that allows you to help people ahead of time within your sales process just enough to tip them over to a place of gratitude, and they will want to work with you. Why? Because you’ve actually helped them.
Words are easy.
Action is proof.
When you’ve proven you’ve helped your clients, they will figure out a way to work with you.
Try calling a prospect and come from a place of how you can put their needs in front of your own. Think about how you can structure a deal where it makes it easier for them to say yes to your services either financially or in a phased process.
Thanks very much for joining me today.
SPECIAL ANNOUNCEMENT: I’m going to be running a 5K sales challenge in the third week of January. Use THIS LINK to be notified when the challenge launches if you need to jumpstart your sales.
Have a fantastic day!
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.