From Selling to Serving
In the World of Serving…
Selling has nothing to do with selling anything to anyone…
Networking has nothing to do with attending an event to gain a “lead”…
Asking a client for a referral has nothing to do with asking for a referral…
Referring a client to another professional has nothing to do with referring anyone to anyone…
The Selling Path
The World of Selling (Focused on ME)
Mindset: Connect — to make a sale / new client
Intentions: Convince — to overcome objections
Language: Close — to make a sale / new client
The traditional 5 steps of selling
Build rapport
Find the hot buttons
Overcome objections
Close the sale
Ask for referrals
Often creates pressure, overthinking & weaker connection
The Serving Path
The World of Serving (Focused on YOU)
Mindset: Consciousness — it’s not about me
Intentions: Connection — by the clarity of my example
Language: Co-Creation — to agree any next steps
The alternative 5 steps of serving
Allow trust to develop (or not)
Identify issues needing to be addressed
Identify areas requiring clarification
Let them know…
Let them know…
Often creates clarity, connection, and stronger commercial outcomes
The Selling Path MINDSET focuses on achieving commercial success and helping people is the outcome
The Serving Path MINDSET focuses on helping people and commercial success is the outcome
Connection
Intentions: Our true role
Connection and trust are not created by the force of our personality, or what we know.
They are created by the clarity of our example.
The Three Foundations of Serving
Consciousness
Mindset: It’s not about me
The small shift in thinking that has the power to free us from our own thinking and corporate conditioning.
Co-Creation
Language: The “how”
From “business” speak to “human” speak.
