Transform Sleazy Sales Tactics Into Hope-Based Sales... It Changes Everything
You know exactly what I’m talking about. Another sales pitch full of fear and scarcity. They are everywhere and it left me feeling gross inside. Once I transformed my way of thinking and started approaching my business with hope-based sales… Everything changed! In this article, we’ll walk through ditching the sleazy sales tactics and fear and EMBRACE HOPE.
The So-Called Expert Advice
The experts said, create urgency, create the fear of missing out, limit your offer so they have to act fast, etc. But every time I followed that advice, I felt like a fraud and a hype person rather than a servant.
Partnering with manipulation in any area of your life will lead to more manipulation and that is exactly what I was experiencing based on what I’d been taught.
Then I learned how to sell by creating hope and it changed everything.
Hope-Based Sales Are Empowering
Customers are invited to imagine what is possible and to see their situation in a positive way. It creates a sense of possibility and shows that their goals are within their reach.
There is still room for customers’ fears but rather than emphasizing the fear, the emphasis is on hope. Hope over fear creates a positive environment where your customer can grow with you. Mutual trust is an outcome, leading to a more loyal customer.
We all know the principle that like attracts like, right? Well, in this case, you will attract an entirely different type of customer. Hope over fear customers:
Have long term vision, instead of short term pain
Make confident, optimistic choices instead of moving out of fear or scarcity
Are empowered decision-makers
What a welcome alternative to being paralyzed by fear and worry, right?
Ditch The Fear And Embrace Hope
If this sounds like your cup of tea, here are some tips to get you going.
1. Focus on What’s Possible Rather Than Pain Points
Pain Points are stressed A LOT in sales and they matter. The difference that I’m encouraging is the balance between the pain by acknowledging it without creating a sense of doom and gloom. We’ve all been in those situations where the salesperson is so over the top that you walk away feeling helpless rather than empowered. The goal is to serve your customers so well that they walk away feeling empowered and ready to get into action. Inspired!
Empathy is good. It builds trust and makes your customer feel heard. However, overdoing it will lead to paralyzation, which is the EXACT OPPOSITE of what we are trying to do. So ditch the overly hyped pain and replace it with a small dose of acknowledgment that quickly moves into hope. It’s your job to paint a picture of possibility and the great things that await on the other side of ACTION. This approach creates a bond between you and the potential customer and helps build trust. And more importantly, feel empowered and inspired to get into action.
What it Looks Like in Action:
It sounds like you feel like your sleep rhythm is so off that you are wondering if it will ever improve. This leads to a sense of paranoia because you are well aware of how important good sleep is to run your household the next day. Will I have another restless night? Will I wake up at 3 am again? Will I struggle to fall asleep? Here is what I know. With a few simple changes to your nightly routine, we can make significant progress. It will take some discipline, but it is totally doable.
2. Audit and Accountability
Ask yourself (frequently): Do my social media posts and stories focus more on problems and pain points or on creating a sense of hope through exciting pictures of your potential customers’ future?
3. Change the Way Your Potential Customers See the Situation
Your potential customer may misunderstand their pain point and actual problem. More specifically, what is really causing it? This misinformation can lead to being flat-out STUCK.
Let’s look at public speaking because this is the number one fear entrepreneurs have. If you think that you are afraid of public speaking, that thought leads to a feeling, and that feeling leads to an action or inaction. The trick is learning how to rationally see your thoughts and then replace them with the truth so that your feelings and actions support your goals rather than hinder them. So ask your potential customer what makes them believe they are scared of public speaking? Once you have more detail, you can correct it if necessary and replace it with the truth. And let’s not forget that practice makes perfect. The more you practice, the better you become.
Let’s Take a Look at The Concept in Action:
Since we are on a roll with sleep, let’s keep going down that rabbit hole. Sleep has been challenging, and you can’t remember the last time you got a good night's sleep. The thought associated with this is, I can’t sleep. The feeling attached to this is stress. Guess what the number one cause of sleepless nights is? STRESS. So your action or inaction could be to learn how to manage stress and implement a personal strategy and action plan to address stress directly rather than an action plan for sleep. The other scenario leads to more stress, wallowing, and then total inaction, which ultimately continues to produce poor sleep.
Something to Noodle:
What does the customer think has created their problem? What do you know is more likely the root cause?
TINY: Their Interest Not Yours
It’s tempting to whip out all the awards and display them, talk about them, toot your own horn and even lead with them. But here is the deal. Mature entrepreneurs know that time spent touting credentials, awards, and accolades are wasted. The real hero is found in the vision, the idea, and the opportunity of what is possible.
So, if you find that this is a likely area that the enemy can take you out in, it’s time to get serious and start warring on behalf of your family. I want you to review your web copy, your personal Instagram and Facebook, and whatever else showcases veterans. When your focus is inward, and on self, you aren’t serving with excellence.
Remove yourself and the company you represent from the HERO spot. That is reserved for your potential customer. It is ALL about them, NOT YOU. They hold the power. It’s time to recognize it and start acting like it.
Highlight Strengths:
Network Marketing leadership is an impactful way for servant leaders to create financial and time freedom while extending their personal impact. Starting, however, can be challenging but here is what I know to be true about you - You are a good steward of your gifts. You are disciplined, and you have a vision, and you are solution-oriented. You’ve thrived in your day job because you do things with excellence. And now, it’s time to build something for yourself and your family using the same things you used to find success in other areas.
Something to Noodle:
To spend more time on what is possible rather than what is painful, focus on the strengths. What strengths does your potential customer need to be reminded of that will help them get into action and start reaching their goals?
Sales Aren’t Bad
Sales, when done from a place of serving, is powerful and impactful. The result is a win-win for all involved rather than a win-lose. Doesn’t that sound like the Kingdom? I’m excited to see how you take this concept and implement it into your daily sales practice. Watch how quickly things shift.
Hope over fear is always a good idea. Fear has no place in your life or while building a business. Ditch the fear and start operating from the fruits of the spirit - love, joy, peace, patience, kindness, etc.
When you start to see things through a lens of possibilities rather than pain and fear, sales becomes fun and rewarding. And that is how hope-based sales can change everything for you too!
It’s Never Too Late To Transform Your Business
So, your business isn’t moving in the right direction or as quickly as you had hoped? Don’t despair. One of the best things about this industry is the ability to start fresh. Maybe you are falling into one of the eight network marketing traps. Read the full article and grab my FREE network marketing evaluation so that you can begin to build that HOPE-BASED business!
Happy Selling!
