If you do not feel good about a traditional way of selling, there is a way to do the selling differently while liking every aspect of it. In this Expert Insight Interview, Farnosh Brock discusses her new book, The Serving Mindset: Stop Selling and Grow Your Business. Farnoosh Brock is a Founder and CEO of Prolific Living, Inc., a business and career coach, speaker, and author.
The interview discusses:
Shifting to the right mindset
Seeing the world through an abundant perspective
Shift the Mindset
The reason why many people dislike sales is because of their relationship with sales. If we keep having the mindset of how we do not like this job, but we have to do it, that will limit our success because then we will look pushy and desperate to the customers. The key is to shift our mindset from selling to serving. By changing how we think, we can discover another way to sell, in which we can feel confident in the conversations with our prospective clients.
Scarcity v Abundance
The mindset represents how we see the world, from our experiences, values, and life principles. That is the same way how we look at our subject matter as well. There are two ways how we can look at the world, through scarce or through an abundant worldview. People who look through scarcity think about how there are no opportunities in the world for them. So, those salespeople have that “I need you to buy this” attitude when they work, which is not attractive at all. On the other side, people with an abundant worldview always wonder whether there is an opportunity with prospective clients. They feel confident knowing that what they do helps people, but they are looking for the perfect fit between them and the client. That is where exploring and creativity to find an ideal fit with the client comes into play.
The Mindset to Serve
People who decide to shift to the serving mindset firstly have to drop their agendas. Having selling agenda limits our presence with prospects, so prospects do not feel like they are being heard and understood. Thus, dropping our selling agendas and being open to exploring different ways to serve our client lets us build a trustworthy and genuine relationship with the client. Moreover, people who work in the corporate world sometimes feel pressure to close the required amounts before the deadlines. But, even in those cases, leadership does not hear how they talk to prospective clients. So, they could always find a way to move any element in their selling mindset towards the serving mindset, such as being empathetic.
John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.