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Evolutionary Blog

Distinctions to accelerate your personal and professional evolution

How Has the Marketplace's Current Economic Conditions Affected Our Business?


How Has the Marketplace's Current Economic Conditions Affected Our Business?

There is more money now for coaches, consultants, and holistic practitioners who are effective than before the economic downturn; it is also harder to acquire it [for some/most].

How can this be?

What do I mean?

People know they need assistance in being more effective now. Those in business for themselves who were able to scrape economic cream off the top are no longer able to; money is not simply just bubbling forth. As a result, they are looking for coaches and practitioners to assist them in gaining skill, becoming more effective, systematizing their businesses, etc.

And in some cases, if they are aware enough, becoming more at ease both physically and emotionally.

What this translates to is more business for those of us who are effective both at providing service to our clients, but also at turning prospective clients into clients and clients into raving fans.

For coaches and practitioners, this is a good thing if you are effective.

If you are not, this is the End of Days for your practice.

I would prefer if you were in the former category rather than in the latter.

Simultaneously, prospective clients are making more careful choices-there is plenty of choice out there. Where they put their money Is now a more conscious choice;  a more careful choice.

Your process needs to be immaculate or they will go somewhere else.

Simultaneously, people want more for their money and there is less latitude and grace for ineffective, non-results-producing practitioners. And they may be out of work, and they may have the time to actually invest in the endeavor of reporting their results-no matter how wildly inaccurate they may perceive the process of working with you. [Frankly, I have become more careful about who I take on as a client as a result].

What that means to you is that not only do you need to be a more effective practitioner all the time, but you also need to become a more and more effective sales professional all.the.time.

To assist you in that, there is a free event in San Francisco on April 28th in the evening. See details about that here:

http://tinyurl.com/clbnek

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Evolutionary Sales ::: Listener Question [from Portugal]

Daniel from Portugal [http://yogaportugal.com] writes:

 

I am really loving [Evolutionary Sales] it has turn my world around, I am listening to them in order and I am now on ES012 so if the next 2 two question I have for you have already been answered on the show I would appreciate it if you could direct me to it.

The idea of an integrity and service-based sale is one that I even without knowing had been searching for quite some time, I am very glad I have found you.

 

Glad you are finding it of value.

As I said I have two questions that have been haunting me.

1. What if when talking to someone you are trying to sell to you realize that the person doesn’t need the product you are selling? You make it seem like it is always a matter of the right context and the right motivational techniques.

 

 

I walk away from the sale. I tell them I do not think it is a fit or that it will not serve them. It is that simple and that direct. No amount of money is worth the hassles that will come from trying to force it. It rarely happens to me because I make sure to qualify them [by "qualify" I mean that I need to be reasonably certain--over 85% certain--that I can be of service to them effectively and assist them in getting what they want]. But if and when it does happen, I do exactly what is stated above.

2. I would like to know how much thought you have gave to the notion of not permitting the person to wait before making the decision. I have develop a philosophical principle so to say that I should not decide any big amount of money sale on my first contact with the sales person. I has served me well in the past for I have examples of things that now I am really glad I haven’t bought and I have examples of things that each day that passed until I bought it my motivation to get it just kept rising and so did my faith in the product and the sales person. Someone who urges me to make a decision right then always strucks me as wanting to sell. But when someone is confident in their product enough not force to make a decision it may well be that I am there in the next day to “open the relationship”.

 

 

It is a great question. It is also a very common one, so I am glad to finally address it publicly.

In my business, people come to me wanting certain mental habits resolved, e.g.; fear, anger, anxiety, etc. They want other things too, but they know they want these negative habit patterns. If they go away to think about it, then they will start to have those same mental habit patterns that they have come to me to resolve take over. I have then essentially failed my first test as their Guide.

Now, if the business we some business other than the one I am in, then sure.

But with my business, what serves them best is to have them sign when they are clearest on my presentation, and are clearest as to the benefits. That means in that session. It has nothing to do with levels of confidence in my offering. Rather confidence in what will happen when they leave--and I simply tell them that all up front and directly.

They agree in most all cases. They know it is the truth. I think it is also critical that they never feel "pressured". They never do. I often will simply shrug when I tell them the above. I say it casually, in a relaxed manner, with nothing for them to resist. I am never attached to someone signing. If they sign under pressure, the sale might drop off. That serves no one.

When the reason for signing is a simple truth they know to be true, and I am coming from that place of service, it just has them all the more convinced I can [and do] help them. It is also hard to argue with 97.7% [my current opening ratio averaged for the last 3 years with 220 prospects with a significant commitment to a 6-month agreement ]. If my ratio were lower, I might look there first.

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Self-Esteem and the Solo-Preneur | Internal vs. External Locus of Responsibility

Read this sentence to yourself in your mind or out loud:


"My life is the sum total of my own choices; the state of my business is the sum total of my choices".

As you read that and re-read that, what is your experience? Do you feel excitement? Pride? Shame? Do you sense a burden on your shoulders? What does it weigh in your mind? Do you quickly move to insist it is not your "fault". That it was out of your control? That it was this circumstance or that circumstance? That you were "wronged"? Or "unlucky"?

Or do you experience a comforting and/or challenging level of acceptance. A "yup" with a quiet nod of your head?

One thing is for certain-your relationship to that sentence is a good indicator of your level of self-esteem, or your level of healthy egoic development in the positive sense. You see, it is not the big ego that needs defending or asserting in the world; it is the small ego. It is not the big ego that is arrogant, self-righteous, or deflects responsibility and blames others; it is the small, pre-rational, pre-conventional, vengeful, ego-centric ego.

It is a challenging re-frame for most to get their minds around. But just ask yourself this: what kind of ego could achieve a non-dual sense of reality; what kind of ego could be one with all things, moment to moment? A big, huge ego. An ego so large it can be a yes to whatever is arising moment to moment and relate to it, be a part of it. That takes an expanded sense of self. Yet that ego is also diffuse. It is large, but it is flexible. It lacks rigidity. It does not need defending or asserting; it understands its power. As a result, there is nothing to prove to anyone-not even itself.

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Sam Rosen on Conversion vs. Consciousness

It is exceedingly rare that another writer captures my sensibilities perfectly. Sam Rosen has done just that in his article on Consciousness vs. Conversions. Hop on over and check it out.

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How Do I Pace Myself Through the Evolutionary Sales Program?

[Listener Question]

It is unbelievable what I missed the first time through.

Yes. Most people do not believe me [or perhaps literally do not hear me] when I say to listen at least three times through all the way first because of what is missed by the human physiology/sense tools the first time--and even the second. Additionally, you are different, deeper, richer, or just plain have a new focus and so hear things differently--or perhaps for the first time, not having the ability to receive it/fit it into your linguistic or conceptual structures the last time you heard it--even after several listenings. I still re-listen to audio products I bought 10 years ago and hear them in ways that blow my mind now.

I do have one questions...how do I pace myself through the program. First time through was as you were releasing new episodes... now i have 16. I'm fighting back the urge to do them all at once.....

Thank you for this very important question. That depends on your own process and your internal processing. If you are a more kinesthetic person [talking slower, looking down a lot, feeling, touchy feely, perhaps], then you will get it more deeply, but it will take you longer to fully understand the scope. If you have good auditory digital recall, you may remember verbatim the first time--the guy who never studied in college, but always attended the lectures, then aces the final is one example of someone with good auditory digital processing. A visual person will often think they have it, because the understand it cognitively the first time--and very rapidly, but they do not have it deeply in their neurology and will lose or miss stuff thinking they already "know" it because they understood it rapidly. These people have the toughest time accepting that they understand it or cognize it, but have not necessarily "learned" it. When I say "learn" I do not mean remember or understand cognitively, I mean that they actually behave from the mindset, or that it is their patterned response--their new habit pattern or new emotional reaction or their "natural" way or predictable way of responding. On that note, a while back I wrote a piece to support this titled Insight and Integration. You can read it HERE. So...how do you pace yourself? I would make sure you listen to episodes 0 through 16 all the way through at least three times so that you can the model in your mind to such a degree that you can trouble shoot your own performance from an objective perspective. That requires you to mentally and conceptually hold the entire model in your mind. Do that all the way through. THEN go back slowly and go through it to do the exercises and play with the ideas and component parts individually. And remember--there is no inherent number of times to listen to it when you are "done". You are never done--there is just the asymptotic nature of Personal and Professional Evolution. The question is two what degree and in which contexts have I integrated it? Hope this helps!

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