I get asked all the time what “sell without selling” really means. Selling without selling is a huge topic. Some people think, “Well, how can I sell if I’m not selling? That just makes absolutely no sense.”
They’re right, it doesn’t.
I’m not saying that there aren’t skill sets necessary to sell, but selling without selling is so much bigger!
So What is Selling Without Selling?
Selling without selling is about your social and professional network. It’s about your mindset and your motivation. It’s about your authenticity and congruence. It’s about your why. It’s about who you are and where you want to go and how you show up when you get there. It’s about your value system. It’s about your relationship with money.
It’s about YOU. And, it’s about THEM.
There is a huge human element involved in the business, sales, and success process.
Do we need traditional sales skill sets? Sure. That’s all part of the process of selling without selling.
When you get really good at understanding the science behind how to sell without ever selling, sales become effortless.
I hear time and time again, “I hate selling,” or “I’m not good at selling,” or “I don’t know how to close.” The reality is, it all starts with you and how you understand them.
What Does Your Closing Ratio Say About You?
Success is 90% mindset and 10% action. Sales and success are a science.
- The average salesperson can close 10% of sales simply because there is a need, want, and desire for their product, service, or solution.
- A well-trained salesperson closes 30% of sales because they understand those ninja negotiation techniques.
My closing ratio is 88%. I’m not telling you that to impress you. I’m telling you to impress upon you that embracing the science of success and sales works.
That average salesperson is handing over 90% of their prospective clientele to their competition. Are you better than your competition? Are you the best of the best? If you are, you should not be handing over your prospective clients to an inferior solution.
That well-trained salesperson is handing over 70% of their prospective clientele to their competition. Again, are you better than your competition? Because if you are, it’s time to wake up.
My closing ratio is 88%. That means I turn over the 12% of my potential clients that I don’t want to do business with, that I’m not in alignment with.
I’m a master trainer of Neuro-Linguistic Programming (NLP). I’ve been studying it for over twenty years. The tools that I share with people can help them insert themselves into their prospective clients’ decision-making process and help move them through their buying strategy. When you can insert yourself into someone’s decision-making process, that is an immense amount of power.
You better be showing up for the right reasons when you do that. There is a fine line between influence and manipulation. That line is intention. Any tool in the wrong hands can be used for the wrong reasons. Any tool in the right hands can be used for the right reasons. Those are the people I align myself with.
How Your Mindset Affect Your Sales
Science has proven that between the ages of 0-7 we are imprinted. That means we are born a blank slate and everything we are taught between the ages 0 and 7 gets imprinted on us and coded into our brains. This all comes from the significant adult relationships in our life. So, our relationship with money, success, work ethics, self-worth, stress, and emotions, all of that is imprinted and coded into us.
After the imprint years, we enter the modeling years. This is from the age of 8-13. During these years, we take the computer program that’s been written in our brain and we start practicing it by watching those significant adult relationships in our lives.
Next, at the age of 13, we enter the socialization years. This is where we take the imprint and modeling, and we apply it into our society (aka junior high and high school.)
Then at about the age of 21, we roll out of the socialization years and into a business persona. This is where we create our professional identity. This is developed between the ages of 21 and 30.
That is how your internal computer operating system is wired. For some people, they’re operating on the same computer program for 10, 20, 30, 40, 50 years. Think about it, how frequently do you update your computer software? When was the last time you updated your brain?
It’s time to train your brain for success. It’s time to dig in, roll up your sleeves and make shift happen. It’s time to realize that sales and success are a science.
Look back on your imprint years, if you’re not closing the level of sales you need, want, and desire if you’re in that 10% or 30% ratio, let’s get really curious about why.