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In Practise: Spirit at Work:
Spirit at Work
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by John Livesay |
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Have you ever wondered how to incorporate spirituality into your career? Do you think it is possible to be kind and successful in the business world? Are you looking for new tools to increase your business and feel good about yourself at the same time?
If you answered yes to any of these questions, then this column is for you!
All of us have to sell ourselves all the time whether we are in sales or not. When I first started out in sales, I used to think someone was going to tap me on the shoulder and say "I'm sorry, there's been a mistake. You don't know what you're doing. You're not good enough." Living from this place of fear at work was very stressful.
So what I did was learn the basics of selling. Then I thought there has got to be more to life than just making money. So I began my spiritual journey and read books like 'The Four Agreements' and "The Power of Now." As I began to apply those concepts to my business life, I became more and more successful. So much so that I tripled my income in the last 10 years!
My new book, "The 7 Most Powerful Selling Secrets: Soar Your Way to Success", is my way of giving back and sharing these secrets with people so everyone can apply these concepts. Let's take a concept from "The 4 Agreements": which is don't take things personally. Well, this is very difficult when you are selling yourself, your services or a product.
Rejection is the number one reason people don't feel comfortable selling or promoting their product or service. So if you start from the spiritual principle that you never reject yourself, then you are not attached to whether someone says "no" to you. When you remember you are spirit and that spirit created you and therefore can't reject you, you go to the place I describe as "soaring above the radar."
So what should you do when you get a "No." The first thing I suggest is to remember that no, means no for now, not forever. The more you find out what the person's reasons are for saying no, the easier it is not to take it personally. Here are some common reasons regardless of what you are selling people say no
1) I can't afford it
2) I'm not ready to decide now
3) I found someone else or some other product for less money or that is a better fit
Let's look at each one:
1) What people choose to pay for is based on the value they see. Why do people pay for Starbucks coffee when they can make it at home for less? They get value in terms of time saved, enjoying the environment etc. What can you do to increase the value of what you are selling so people are willing to pay more?
2) People usually don't want to make a decision when they don't have enough information or are afraid of making a mistake. Testimonials from happy customers is one of the best ways to help get this no to a yes.
3) Just because they aren't buying now, doesn't mean they never will. For example, people may hire someone and they don't work out. If you stay in touch, you may be the person that gets hired next.
Many people tell me they hate interviewing for a job because they fear rejection. My advice here is to remember that you are interviewing the person and the company as much as they are interviewing you! When you remember you are whole and complete and all your needs are already met, the perfect job opportunity will appear. The people doing the interviewing want to find the best person. Imagine them meeting you and saying, "Thank God you're here!" This will give you the confidence to stay centered and focused.
People want to hire and buy from people who have confidence. Confidence is letting go of fear of rejection and having a sense of your identity in God. Recently, my 9 year old godson, Max, came home from school and said to his Mom, "I feel like a loser." He explained that in school they have races and he always comes in last. I offered to have my trainer, Jay, who runs a boot camp exercise program with his wife give Max a coaching session.
The big day arrived, Jay asked Max to run across the field as fast as he could. After he ran, Jay said, "Is that really as fast as you can go?" Max shrugged his shoulders. Jay said on a scale of 1-10, what would you give that? Max didn't understand. So Jay showed Max what Jay looks like running a level 7. Then he showed Max, how he puts his "10 face" on and runs at level 10. Then he told Max to put on his "10 face" and give it everything he had. Max did and he was faster.
Jay said, "Max the only reason you're coming in last in school is you're not putting on your "10 face." The secret to running Max is confidence. Then a few days later, Max saw me and asked me if I wanted to race. He had never asked that before. We did and I saw he was faster. He asked me if I knew the secret to running. I pretended I didn't know to see if he remembered. When he told me it was confidence, I told him, "Max, it's the secret to EVERYTHING."
So two key things to remember when selling yourself or a product or service is
1) Let go of the fear of rejection. Accept yourself and you won't be seeking it from someone else. Here are a few affirmations to say: I am enough. What I have to offer is valuable. People want to buy from me and value my expertise.
2) Confidence is what attracts people to hire and buy from you. This is not arrogance, but a strong sense of your identity in spirit. By putting on your "10 face" you can soar above the radar.
When I interviewed for a job, I was one of the final two candidates. They wanted someone who could sell their product which was priced higher than the competitors. However, when they offered me a salary, it was below my requirements. I asked them if they had ever been shopping for the ideal home or condo to buy. Usually you have a wish list: View, pool, great location etc. What often happens is you can't afford the dream house that has everything on your list, so you usually drop one. They said yes this that's true. I said the same thing is true when you hire someone. "I'm the house with the view, the pool and the great location. In this case the view is my ability to see unique ways to find prospects. The pool is my personal passion and the location is my contacts that I already have. If you want me, the dream house/candidate, you'll have to pay for it. After all if I can't convince you I'm worth more than the average sales rep, how am I going to convince buyers to pay the premium for this product?" I got the job at the salary I wanted. I put on my "10 face."
Try putting on your "10 face" the next time you have to sell something. Email me your success stories to John@johnlivesay.com.
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John Livesay,
Author
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John Livesay, author of The 7 Most Powerful Selling Secrets: Soar Your Way to Success with Integrity, Passion and Joy, combines 20 years of sales experience into a concise easy to read book to be used as a reference for anyone who wants to be, or already is, in the world of sales.
Having won the W 2003 salesperson of the year award and serving as West Coast Ad Director for W magazine for the last seven years, John has parlayed success after success into a flourishing speaking career on the national circuit.
John's speaking clients range from Range Rover, Charriol, Volvo, Charles David and Jaguar. John is also busy these days as a highly sought after motivational coach to numerous Hollywood celebrities and personalities.
John keeps faithful to all he practices, and inspires others to achieve a new level of success.
The 7 Most Powerful Selling Secrets:
Soar Your Way to Success with Integrity, Passion and Joy
Email your comments & questions for John:
John@johnlivesay.com.
Website:
www.johnlivesay.com
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