Heart Centered Selling’s not for Wimps

By John R. Aberle | Business Lifestyle

Nov 17
Strength through connection image

Heart centered sales and marketing generates strength by connecting

You need strength, courage and self-discipline to resist the temptations urging you to push for a close too soon. That’s why heart centered selling’s not for wimps.  The rewards, though, are strong bonds with customers.

Heart centered sales and marketing put your prospects’ and your customers’ needs before your own. It takes love for your customers, the kind of love that makes finding out about their needs more important than springing your products and services on them too soon. It’s the kind of love that asks questions, listens to the answers, probes with more questions until you develop real understanding.

It’s the kind of love that demonstrates caring.  Customers feel a connection. They come to know, like and trust you.  From this, you will gain sales, referrals, and friendships. Because they feel the sincerity of your concern, you are welcome and valued.

At the same time, heart centered, soft sell sales requires the strength to protect your efforts. Some people who are more comfortable with aggressive types of sales so they like fighting images here. As much of selling is a head trip, you can defeat yourself before you ever make a sales call if you focus on the negatives and the “I can’t” statements. For this reason, I work with an inner level as well as with outer activity.

There are several things you can do to protect your sales efforts without getting into your prospect’s space and interfering with their right to make a decision.

  • Use visualizations to imagine their concerns and to shield your efforts from competitors’ attcks.
  • Give prospects and customers freedom to make their own choices. Otherwise, they will feel crowded. Causing a prospect to sense you are a stalker getting in their space is one of the best ways I can think of for a salesperson to be his or her own worst enemy.
  • The best technique is to use a heart centered sales and marketing approach. You’ll be different and so stand out because most people won’t take the time to get to really know and understand them. Three ways to show you care and love your customers are as follow:
  • o    You need strength, courage and self-discipline to resist the temptations urging you to push for a close too soon. That’s why heart centered selling’s not for wimps, but the rewards are worth it.
  • o    Paint a word picture of the benefits they will enjoy when they use your products and services. Help them see and feel the new, better condition of their lives after buying from you.

Heart centered selling’s not for wimps because it takes strength, courage and self-discipline put getting to know and understand your customers first. You also have to be prepared to protect your sales efforts while giving your prospects and customers their space. Three ways to do this are to use visualizations to imagine their interests and to mentally protect yourself from competitive attacks; give them space to make their own decisions; and use heart centered, soft sell sales techniques to focus everything on what they feel they need and want. When you help customers buy, you’ll find selling fun, fulfilling and mutually rewarding.

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About the Author

I have a strong love for small businesses, especially brick and mortar companies. After an 18-year career in sales and marketing, I started my own service company, which I grew in both sales and profits for the first five years. In my sixth year, the bottom dropped out of the printer market such that it made more sense to sell my assets and return to Southern California. There I went to work for an international small business consulting company. I spent over three years on the road with them helping small businesses to become more profitable and better managed. I then started my own company specializing in sales and marketing consulting, coaching and training. My emphasis is on heart-centered, relationship selling that empowers prospects to make their own choices.