Anis Quizilbash is a seasoned sales professional who enlightens, inspires, and empowers teams and individuals to grow their business through her Mindful Selling coaching programs. She reveals the key tenets of her sales philosophy and how they can help entrepreneurs, small businesses and women in leadership overcome sales challenges and improve their marketing.
Mindful selling is about being super conscious of the customer and working as hard as possible to provide a personalized experience each time. It requires knowing a ton about every customer, how they feel, what they need, and how to provide it.
Ego is that selfish desire that drives someone to pitch and close the sale without much thought about the customer. It is actually the one thing that people don’t like much about salespeople! Mindfulness is a great tool to let go of what ego wants to do and focus entirely on the customer. Anis says:
Mindfulness is about letting go of your ego completely, let go, and be there to truly serve customers, not sell, serve them.
By letting go of ego, sales become less about the numbers and more about serving and transforming the customers’ lives.
People make assumptions all the time. It’s easy to interpret negative-looking signals as ominous signs, which leads to a lot of unnecessary stress and pressure. People could make the wrong decisions based on what they think rather than what is really happening! And as Anis says,
It’s the thoughts in our head that stops us from doing what we could be doing. It stops us from reaching out, from showing up, and from speaking up.
To overcome this, tell yourself to ask for clarification whenever you feel like you’re making an assumption. Asking questions clears the air, and you’re going to be more confident moving ahead because you know exactly where your client stands.
Clients need to feel like they are understood and that their needs are going to be put first. Taking the time to listen and understand the customer, instead of just hearing them talk, is the key to making people feel valued and important.
And then just listen, listen. And a small thing that can help is summarizing back what they said. So you said this, and this is that, right? What else? The simple attitude, you would never, you will never believe this, but the simple act of doing that, listening and repeating back what they said, will unlock even more. They will think, wow, this person gets me. And then, so what else? And it leaves it open for them to talk more.
As you listen, you might pick up opportunities to ask some questions. When you do, make sure to ask specific questions in the interview, the answers to which will be valuable in later sales campaigns.
It is often difficult to speak plainly without jargon when you’re passionate about something. Buyers, on the other hand, buy benefits. Rather than talk in the buyer’s language, most salespeople, especially on the web, make the mistake of speaking what the clients cannot understand!
The real challenge is how to communicate your solution without the technical lingo. Mindfulness helps the business keep their eyes on their audience and avoid being consumed by how they come across.
A good idea to get a grip on what your buyers want is to determine the outcomes of using the product or service. Plenty of benefits, positive results and testimonials communicated clearly work well to spark your clientele’s curiosity about your product or service.
Having to think about and make sales daily is stressful and exhausting. Mindfulness can help make sales a fun job to do.
Take a pause from work and get in touch with your senses every so often. Sometimes simply sitting down and taking a breath after a challenging sales encounter is what makes the difference.
This creates a small gap in your mind for a moment, but it dramatically changes how you feel. Joy and laughter reduce stress as well.