Hey there people!

Yesterday was a pretty fun day...

Spent the bulk of it with Client

We were working on her campaigns and messaging...

But somewhere along the line something happened that I found quite interesting...

I completely misunderstood what she was trying to achieve and only noticed my error when I saw that we weren't in flow.

Anyways...

I apologized and asked for us to reschedule...

She graciously agreed.

When I thought about what happened and tried to figure out why it happened...

It's rare for me to be distracted when in front of a client.

I realized that I wasn't fully present..

Whilst I was with her...

My mind kept wandering to my daughter and how she was...

What's that got to do with you?

Well...

If I ask you, “What’s the goal of your sales process?”

You’ll probably answer, “To make a sale! Shu?”

("Shu?" is Nigerian for "What else" #justsaying)

I’ll show you what else.

You see...

It makes no sense to set as your goal something you can’t control.

And since you CAN’T ever make the decision to buy FOR your client..

“Making a sale” is a goal that is outside of your control.

If this sounds so far over the edge that you’re starting to wonder about my sanity...

Erm....don't worry...I'm still taking my meds.

So hang in there. You’ll get it.

And when the light turns on you’ll be playing in a whole new league.

You can’t force your prospect to decide to buy.

So your goal shouldn’t be to “make a sale” since making the sale is out of your control.

BUT you can focus on achieving a more subtle goal.

And when you achieve this subtle goal, a sale will be the natural consequence...

Just like garri and soup in a plate is the natural consequence of putting garri and soup in a plate....#deep

So what should be the goal?

THE GOAL:

Your goal is to lead your prospect to see that buying your product or service is the path of least resistance.

Meaning, buying will actually be better, faster, cheaper, more pleasant, satisfying, rewarding, etc., than not buying.

STOP!!!

READ THAT AGAIN!

Think of it like a computer video game.

The ultimate goal of a game is to finish it. (Though I hear these days the games never end)

Let's conveniently assume the game has 5 levels.

In order to finish a game that has 5 levels...

You need to complete level 1, then 2, 3, 4 and finally 5.

So when you begin the game, you have two goals:

• The big picture, which is finish the game..
• And the immediate goal – finish level 1.

To finish level 1...you’ll need certain skills, tools and disciplines.

There will also be some pitfalls to avoid.

When you get to level 2, the goals, tools, skills, disciplines will change and you need to equip yourself appropriately.

It’s the same with your sales system.

Remember when I shared that there are 5 levels to your sales system?

If you don't...check out my previous emails.

There are 5 Levels.

Each has objectives you need to achieve in order to finish that Level.

To do so, you’ll need certain skills, tools and disciplines.

And you’ll need to watch out for likely pitfalls.

You need to accurately see which Level of the “game” you’re at with the person

you’re talking to.

If you mistakenly think they’re at Level 3 when they’re really at Level 1 or 2, you’re not going to make the sale because you’ll be using the Level 3 tools.

And as long as your prospects are at Level 1 or 2, Level 3 tools will alienate them or worse....frighten them away.

On monday...

I'll share with you the five Levels and how to determine where you are with each prospect.

When this is clear to you...

Your Ideal Prospects literally finds you and your product irresistible and they become your Ideal Client.

Now notice how you've conveniently forgotten about the connection between this and the story I started with until I brought it up?

Hehehehe...

See you tonight at #hpenconnect.

Till then...

Play a bigger game.

CTM

PS:

• Tonight at 7pm WAT will be our very first #hpenconnect meeting. We'll be talking about how to competition proof your practice. It's an opportunity to learn and connect with each other and it promises to be fun. CLICK HERE TO REGISTER

• Can't afford to be in the 97day challenge just yet but you still would like to access breakthrough performance coaching from me for 6months for $1000? Hit reply and let's talk about a crazy little experiment I'm running. Just 10 spots open.