I remember when I first started Confluence Business Solutions, I spoke outwardly about my disdain for sales. Why do I bring this up? Because it’s common! Especially among women entrepreneurs. We often associate selling with a negative connotation… of being pushy and aggressive and even sleezy! Why does this happen? First, because we’ve likely all been on the receiving end of a pushy sales person and we didn’t like it and we don’t want our prospective client to see us that way. So how can you sell without these negative feelings? That’s where this blog, Empathetic Selling: How to Master the ‘Always Be Helping’ sales Mindset, offers help.
As business owners and entrepreneurs, sales is a necessary part that we must learn to embrace and even become good at it.
I first challenge you to be open to a new way of thinking about sales as a whole. I challenge you to consider how you can approach a sales conversation with empathy and a desire to make a genuine connection with your customers. Because, sales is really all about your mindset.
In this blog post, we’ll explore how to develop a sales mindset that incorporates the motto of ‘Always Be Helping’ philosophy, promoting a more empathetic and service-oriented approach.
And for all my male entrepreneurs and sales professionals, this is not just for the ladies! What I’m about to share is going to help you better meet your clients exactly where they’re at.
Change Your Perception of Selling
To adopt a sales success mindset, we need to reframe our perception of selling. Instead of viewing it as a transactional process, think of it as an opportunity to help your customers solve their problems, fulfill their needs, or achieve their goals. By focusing on the value you provide and embracing an ‘Always Be Helping’ philosophy, you shift your mindset towards a more empathetic and service-driven approach to selling.
When you’re entering a conversation, I challenge you to consider first that every conversation is an opportunity to make a sale. Second, I challenge you to be of value and of service. Not only will you demonstrate your competency, but it’s a great opportunity to give them hope for the future picture that you’re presenting.
Believe in Your Product or Service
Confidence in your product or service is crucial for a successful sales mindset. When you genuinely believe in the value of what you’re offering, selling becomes a natural extension of sharing your passion and enthusiasm with others. This belief will translate into a more sincere and engaging sales pitch, allowing you to effectively implement the ‘Always Be Helping’ approach while remaining authentic.
Chances are you started this business to make a difference. Be proud of this! Consider a mindset shift that says, I owe it to my future customers to share my gifts and talents. I’m actually doing them a disservice by not sharing. Not serving. Not helping. If they feel it’s not for them, that’s ok. I’ve done my best to be of service by sharing what I believe in.
Develop Empathy and Active Listening Skills
Understanding your customers is essential for empathetic selling and adopting the ‘Always Be Helping’ philosophy. By practicing empathy and active listening, you can better comprehend their pain points, desires, and motivations. This insight enables you to tailor your sales approach to address their unique needs, making the interaction feel more personalized and genuinely helpful.
Ask specific questions about pain points and future goals. Use this in your demonstration to specifically talk to their pain points and how your product/service helps them. When you can connect your product/service as the key to solving their problems, you are simply being of service to them.
Focus on Building Relationships
Strong relationships are the foundation of successful sales. Instead of focusing solely on closing deals, prioritize building long-term connections with your customers. This approach fosters trust and credibility, which can ultimately lead to more sales opportunities and repeat business. By maintaining an ‘Always Be Helping’ mindset, you can consistently nurture these relationships and create opportunities to assist your clients.
Keep the doors always open. Yes, scarcity drives sales, but know/like/trust are always non-negotiables. Be sure to build long-term relationships with prospects. Even if they’re not ready to buy today, tomorrow may be a different story.
Practice Transparency and Honesty
Empathetic selling and the ‘Always Be Helping’ philosophy rely on being open, transparent, and honest with your customers. By clearly communicating the benefits and limitations of your product or service, you demonstrate integrity and respect for your customers’ needs. This honesty can help build trust and encourage clients to make informed decisions, leading to higher satisfaction, loyalty, and successful sales.
This one may be hard, but vulnerability is a very effective sales technique. Be vulnerable. Share what you’ve learned, or what you’re working on. It works because people don’t buy from brands, but from humans. We are always in the business of selling to humans. When you expose your own learning, you help your customers see your human side.
Embrace Lifelong Learning and Improvement
A growth-oriented mindset is crucial for sales success. Continuously seek opportunities to learn, grow, and refine your sales techniques. By staying curious and open to feedback, you can adapt your approach to better resonate with your customers and improve your overall sales performance. Embracing the ‘Always Be Helping’ philosophy requires a commitment to constant improvement and adapting to the ever-changing needs of your clients.
Training, continuing education and feedback are super helpful methods of not only improving your sales techniques but also help you understand how to best apply this Always be Helping model.
Sales success as a mindset encourages business owners to embrace empathetic selling as a service-oriented process by incorporating the ‘Always Be Helping’ philosophy. By changing our perception of sales, believing in our products, and focusing on building strong relationships, we can create a sales approach that benefits both our business and our customers. Remember, selling doesn’t have to be aggressive—when done with empathy, active listening, and a genuine desire to help, it can be a powerful tool for business growth and customer satisfaction.
And as always, when you need support, we are always just a zoom call away. Book a time and let’s work together on YOUR selling mindset!