Selling? Develop long term customers…

j0289893 There are many ways to create a sale.  Some people rev-up their energy and run an intense sales pitch through your space.  In the onslaught of the energy many may, in fact, buy what is being sold.   Once the client gets out of the energy of the sale they will do one or both of these.  They will return or cancel the contract because they felt pushed into something or they will simply never use the produce or service again for the same reason.  Customers are very sensitive to energy.  Salespersons or business owners who are aware set the energy of their contacts with an intuitive eye to the customer.   Knowing your customer and what they are in need of then will develop long-term relationships with their clients/customers.

To create this long-term relationship in which customers come back again and again we must be intuitive.  There are several levels to a sale.

1. Telling your potential customer about the product.
2. Knowing what their needs are.

This is as far as most business folks go but there is a third and absolutely essential piece.  Your customer has thoughts or pictures that affect their ability to hear what you tell them and to see the value of your product or service.  They may be aware of these thoughts or pictures or is may be entirely unconscious to then.  Either way this is what will determine whether they buy from you or not.  This is where intuition comes in.

There is a current rage that says’ “Find their pain.  Address their pain.”  Well, that is the answer for some customers and will certainly help with that group but there are other energies that affect them.

Telling the customer more and more about your product or service, thinking the more they know the more likely they will be to purchase, is a limited perspective.  Sure knowing the product is important but it does not matter if the person is preoccupied by a competing thought.  Maybe the couple just had an argument before meeting you.  You have no chance. Their attention is elsewhere.  Maybe your client is put off by something in the environment where you are meeting and can’t get beyond that.  There are so many possibilities it is impossible to know ahead of time so we rely on our intuition.

Telling a customer why they need the product or service will have the same result if they are distracted by a competing thought.  It is well know that businesses make most of their money from repeat customers.  Selling is not about getting this sale.  Selling is about creating a customer.  Someone who you will keep over time.   This means getting to know your customer and what their needs are.  It also means knowing the unconscious or semi-conscious thoughts or pictures that have an impact on their decisions.  This is where your intuition comes in.

Let me offer an intuitive exercise that you may find useful.

1. Before you meet with your potential customer take the time to stop and ground yourself.
2. Perhaps close your eyes and bring all your attention and awareness into present time.
3. Gather your energy from your day and be present.
4. Imagine your appointment with your customer.
5. Decide how you would like to be in this meeting.
6. Open intuitively to your customer.
7. Intuitively, what do you see about them?  What is on their mind?  Just imagine.

These are some of the steps you can take to open intuitively before you meet with your client.

When you meet with your client use your own style of presentation then sit back.  Make some separation from your potential client if you are completely in their space.  By doing this you gain some perspective.  Stop thinking and start noticing.  Open your intuition. What do you notice about this person intuitively?  Stop talking and start listening.  Find out about them.  Let them talk to you about what they are looking for.  Don’t think.  Notice intuitively more than listening to their words.  What do you notice separately from what they are saying?  Don’t respond just keep listening until you “see” that you have a clear picture of who they are and what’s on their mind.  If your product is not the right fit, say so and let them go.  I could give you a thousand reasons why this is a good idea but that is another blog.

If your product is the right fit then keep opening intuitively to find the picture or thought in their space that is in the way.  Talk about what you intuit.  Keep reading them and talk about their “fears”.  You don’t have to sell your product at this point.  You are simply getting your customer on the same page with you by finding out why they are not.

As they feel that you hear them they will begin to engage in knowing who you are or how your product or service might work for them.


Success is 100% Attitude!

angels-baseballThe title of this blog is more than a catchy title. It is the secret to success. Remember the adage “Hold your head high.” As an intuitive, I read the energy of my clients. The most common characteristic of those who are successful is their attitude about success. I have worked with business owners and professionals for over 27 years so I have seen many grow from start-ups to success enterprises. I can tell by looking intuitively at someone whether they will be successful. They set the energy in their space at the vibration of success.

People who are successful don’t take no for an answer. They have certainty. If they are moving down their path and a boulder falls in their way, they do not stop. They climb over it and enjoy the climb. They walk around it and are amused at how simple the solution was.

When we are on the path to success things will happen to encourage us. Simple coincidences are inspiring. On the other hand, we may have experiences that seem to destroy the very thing we are creating. Whether this is, in fact, what is happening depends on our attitude about it. We can decide that our creation is being destroyed, and it will be. We can decide that our creation will not be destroyed, and it will not be. It all depends on how our perspective.

Let’s talk baseball! What does baseball have to do with business? That is another blog but let me tell you a story about attitude and a strong vision. It is a baseball story, but it applies to business.

Tim was playing with a senior men’s baseball league. His team came together during the season and made it to the last game of the playoffs. Everyone was thrilled by the challenge of playing another good team. Tim had a wedding to go to the very weekend of the last game. The team was disappointed because Tim was a good player and an important part of the team. I am a firm believer in the power of our personal vision but when it comes to weddings, there is no way around it. Tim wanted to play the game and he wanted to go to the wedding. The fact that they were scheduled for the same time and the same weekend did not deter him. He stayed focused on his goals. Much to everyone’s surprise the wedding was suddenly moved to another weekend. Tim got his vision. He got to play in the playoffs, and he will be able to attend the wedding.

Tim knew what he wanted. He was certain about his vision. He just didn’t know how to make it happen. That did not matter. He got what he wanted, and it was almost unbelievable except that I know the power of having a clear vision and not believing any thoughts that seem to deter you from your goals. This was not a coincidence.

Not all my clients are success stories. I have a client I like a great deal, but she is easily distracted from her goals. She can have a strong vision but when something comes along that gets in the way she loses her focus. Suddenly her attention is off her goals and on whatever distracted her. She never seems to move forward because of this.

Back to this baseball story. The ability to create the impossible exists in business. Those who are determined get their goals. Stay focused and don’t give up. Allow a miracle.

Best wishes on your success, Kay