Category

Sales

Maintaining Your Invisible Edge

By | Blog, Culture, Decision Making, Intuition Basics, Invisible Edge, Sales | No Comments

Listening to your intuition helps you build and maintain your invisible edge in two different ways: it allows you a clearer picture of what’s happening in real-time in your environment, and it gives you clues looking into the future.

Real-Time Read Out

  • Better understand the unspoken, underlying needs of your customer
  • Detect when something feels “off” in your work space
  • Sense when a sales pitch is going flat and you are losing your audience
  • Act on a signal when something doesn’t look right on a spreadsheet or data set
  • Get the most out of each team member and detect early warning signs of disengagement
  • And much more…

Anticipating the Future

  • Lead in your industry
  • Stay a step ahead of the marketplace as you intuit trends
  • Improve forecasting tools
  • Create better strategy
  • Build better products and services
  • Continue to exceed customer expectations
  • And much more…

These are some of the outcomes that we help our clients achieve. You can gain an advantage when you promote intuitive intelligence in your company culture for smarter and more effective decision making.

If you want to learn more about how we do this, check out our Services page or email us. We look forward to helping you find your invisible edge.

 

Using Your Intuition Is the Great Differentiator in Sales

By | Blog, Sales | No Comments

Check out our recent article in one of our favorite publications on sales, Selling Power. This article takes a unique look that most sales trainings and programs don’t talk about: how using your intuition as a salesperson is what separates you from the norm.

Tell us what you think!

For more information on how to integrate intuitive skill building with your own sales teams, reach out to us at hello@three-hats.com.

Part 4 of 4 of Intuitive Sales: Speak the Subtext

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  Image via: Pinterest

Image via: Pinterest

The theme of this month’s blog posts are focused on intuitive sales; and more specifically, learning to let your intuition guide you in sales for more impactful results.   

The final step in our series of accessing your intuition in sales is speaking the subtext. In some ways this is the most powerful step. 

One phase of deepening your intuitive skills is to listen to what you sense and feel. The next phase of deepening is to trust what you sense and feel as reliable. The third and final deepening of your relationship with your intuition is to speak or act what you sense or feel – or in other words – bring this into reality. 

This is how change happens. 

You are taking your inner intelligence and bringing it out into the outer world to interact. And this is what impacts a sales conversation and increases your connection with others and your conversion rates.

There’s the content of the conversation and then there’s the subtext. The subtext is like the cartoon bubbles that reveal what an animated character is really thinking in a dialogue versus what they are saying. 

An example of this is when everyone at the family dinner table says that they are “fine,” but you can feel the tension in the space. The subtext never lies. Revealing this takes art and skill, and is the quickest path to getting into a deeper relationship with those around you. 

Train Your Team

You can train yourself and your team to listen to the subtext when they are in a sales conversation. The best way is to listen to sales recordings. You can literally slow down and stop the tape and train your salesperson to track what they were feeling, and what the prospect was really communicating in that moment. This can also happen when you shadow a salesperson in the field or provide mentoring. 

In fact, I’ve seen sales increase across teams by over 30% from following these four practices that have been laid out over the past month. And through speaking what you pick up on, your inner radar brings the doubts, fears, questions, hopes, and dreams that are already in background of your conversation, to the foreground. 

When it’s done as a question and coming from a place of curiosity, it truly opens up the space between you and another. When this happens, they buyer will typically appreciate this level of attention to detail and intuitiveness, which will have them trust that you can guide them toward the solution they really need, not just what they might think they need.

This is the key. You are leading the sales conversation through your intuitive skills and instinct, which is much more natural that over-relying on scripts and data about your product or service. 

I hope you enjoyed this series! For more information on how to train and develop your intuitive skills to improve your sales results, check-out our FB Live and contact us at hello@three-hats.com

 

Upcoming Event: For those of you near London, I’ll be leading a half-day training on developing systems in your business so that you can have more consistent results and scale beyond yourself! Visit Supper Club for our 7 June half-day training, and use the code WS40 to receive a 40% discount off the non-member rate. I hope to see you there!

Part 3 of 4 of Intuitive Sales: Checking-in with Your Inner Radar

By | Blog, Sales | 2 Comments

The theme of this month’s blog posts are focused on intuitive sales; and more specifically, learning to let your intuition guide you in sales for more impactful results.   

Now that we have covered the first key steps of getting in-touch with your intuition for greater results in sales in terms of slowing down and then asking open-ended questions, the next step involved checking-in with your own inner radar.

You inner radar is informed from your full bodily intelligence, which is where at least 75% of communication is happening all the time. That means your gut, your heart, your solar plexus, and the neuroreceptors throughout your whole body. 

The fact is that we are picking up on information around us, but we are not aware of most of it as this would be overwhelming.

When we slow down and start to pay attention to what’s happening in the moment within a sales conversation, we are developing our inner radar which helps us detect what’s happening nonverbally in the relational space between us and the buyer. And this is where all the critical signals and cues are happening.

The key is to start tracking what you are feeling in your body when you are engaging with a prospect, and then using this information to engage more intuitively with the person in front of you.

Your Tracker

What do you notice? What are the inner indicators and signals telling you? What do you choose to share from here or simply make note of? 

Do you get a sense that they need more information about the topic? That they are hesitant for some reason? Or that they have a question that’s bubbling to the surface that needs to be answered? Perhaps there is something off-putting that you want to check-out and ask a question around?

Learning to listen to and trust your own inner radar with all of the signals and cues you pick up on will over time, become a reliable resource of information on how to direct the sales conversation. 

The more you practice listening and discerning what your own system is telling you, the more you can build relationship and use this as a guide on what to ask next. 

Intuition is just about feeling into what the moment needs. Ask yourself what does the space need? What does the person I’m with need? You don’t even need to know what it is. You just need to know that you are feeling something. And then you give yourself permission to say it. 

Practice tuning into what you feel in your next conversations this week. How can you use this data to build connection and deepen results if you are applying this to sales?

Stay tuned for the final part of our series next week on intuitive sales and in the meantime, check-out our FB Live for a more in-depth conversation. For more information on how to train and develop your intuitive skills to improve your sales results, contact us at hello@three-hats.com.

Part 2 of 4 of Intuitive Sales: Asking Open Ended Questions

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  Image via: Hubspot

Image via: Hubspot

 

 

 

 

 

 

 

 

The theme of this month’s blog posts are focused on intuitive sales; and more specifically, learning to let your intuition guide you in sales for more impactful results.   

Once you’ve slowed yourself down in the sales conversation and gotten present with the person in front of you, you also get more present to their needs and desires. This is the key to sales and in building relationship. You have also avoided the biggest mistake that most salespeople make: they keep the attention on themselves and what they are selling and forget to put their attention on the buyer. 

All too often, the salesperson stays in their comfort zone of what they know about their product or service, and are afraid to get more relational with the buyer. 

When you are in a sales conversation—instead of leading with all of the details of your product or the five tips you just learned from your latest sales training—start by asking open ended questions that help you really get a feel for what they are wanting with your product/service and how they intend to use it. 

The more you get them talking about themselves and what their passions are, or what discomfort they are wanting to avoid, you arrive at what really matters to them. Open-ended questions are the opposite of yes/no questions which are conversation-killers. 

Examples

For example, if you are selling blenders, you might ask: “What are you intending to use this blender for?” You will open up the opportunity to join with them on their passions such as cooking or juicing, or even something functional that they just need to make their life easier. 

If you are selling website services, you might ask: “Why are you looking for a new website right now?” This question will give you insight into their intentions, vision, and what they want for their business. 

Whatever you are selling, asking open-ended questions helps you understand how they intend to use your product or service, and gets them excited about what they need or want.

If you are not getting enough information, use your intuition on what to ask next, and trust your inner guidance until you feel a connection with what the person in front of you wants.

Practice asking open-ended questions this week with prospective buyers and see what happens when you engage them with curiosity, openness, and deep listening. Chances are they haven’t had an experience of someone being this present with them in a long time.

Stay tuned for the rest of our series on intuitive sales and in the meantime, check-out our FB Live for a more in-depth conversation. For more information on how to train and develop your intuitive skills to improve your sales results, contact us at hello@three-hats.com. 

Part 1 of 4 of Intuitive Sales: Slowing Down

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The theme of this month’s blog posts are focused on intuitive sales; and more specifically, learning to let your intuition guide you in sales for more impactful results.   

Whether you sell consulting services, software, health and wellness, construction, or any product, intuition is the great differentiator in business. Listening to and trusting your intuition in the sales process separates you from the pack as most people are not listening to theirs. It’s in listening to your intuition that you build more trust, connection, and a win-win result. Yet developing intuitive skills for sales is rarely talked about in training, ongoing education, and mentoring. 

And for those of you who are averse to sales, it’s time to make peace with the fact that we all sell. Persuasion and sales are a fundamental part of life. Whether it’s a product or service, or a point of view in politics or religion, we are all selling or promoting what we value. 

The Missing Ingredient

We have more robust CRM platforms than ever before with better sales metrics and tracking, yet what’s not emphasized enough is the key ingredient in sales that will never change: the relationship.

There is no replacement for learning to listen to our intuitive nature and sensing what is happening in the space between ourselves and the prospect. This awareness puts us in a closer relationship with ourselves and the person in front of us, as we begin to tune into the signals and cues in our environment. The key to tapping into our intuition is slowing down.

Slowing Down

So often, salespeople get caught up in getting the buyer to cross the finish line or “the close.” The problem with this is that you are no longer in the present moment with them as you are off into the future. Yet in the present moment is where all the data you need to know is occurring. This is where the sale happens.

For example, when you slow down, breathe, and take a pause from your script or what you think you should say next, what are you noticing with the person in front of you? Are they hesitating? Do you pick up something in their body language? Are they excited and present with you? Are their eyes glazed over?

And what do you notice in your own experience? Are you bored? Are you feeling engaged and curious? Is your attention all on yourself and the facts about your product, or are you really focusing on them and what they are wanting and needing? Did you even take a moment to truly ask them this question? 

Deepening Connection
 
Teach your salespeople to slow down during the sales conversation. When you slow down and get really present with the person in front of you, their whole story and their whole world open up for you. When you put full attention on what they are saying, what they are not saying, and how they are saying it, you open up your awareness to not just the content, but the context of where they are coming from. 

This is where you join them in what they truly want and need. This is where the sales happens. 

When we slow down, our intuition finds us. We are able to take in more information and access our subconscious, which is where intuition lives. From here, we might even be surprised at the level of detail that we start to notice in the quality of the conversation, or something about the person in front of us, that has us want to learn more. 

And when a buyer feels like you actually are listening and that you actually care, relationship builds. 

Practice listening to your intuition and instinct on what needs to be added to or excluded from the conversation, in order to build a better connection with the person in front of you. When you can slow down and become more aware of their reactions and responses as well as your own, you are on your way to more authentic and powerful relating, which is the key to sales. 

Stay tuned for the rest of our series on intuitive sales and in the meantime, check-out our FB Live for a more in-depth conversation. For more information on how to train and develop your intuitive skills to improve your sales results, contact us at hello@three-hats.com. 

Stay tuned for the rest of our series on intuitive sales and in the meantime, check-out our FB Live for a more in-depth conversation. For more information on how to train and develop your intuitive skills to improve your sales results, contact us at hello@three-hats.com.

Part 1 of 4 of Embracing My Failures: The Fear of Selling

By | Blog, Intuition Basics, Sales | No Comments

The theme of this month’s blog posts are centered around embracing my failures in running a business. This is something we don’t talk enough about openly, and my hope is that in sharing some of my own failures, it will help you have more room to acknowledge and share your own, so that we can all continue to learn and grow from each other’s experiences. 

Failure gets a bad rap. So often, I have made it mean that I am permanently flawed and that it’s something I need to hide. Oh – and I’m the only one that does it. Yet from my own experience in running a business and also in life, my failures have taught me more about myself than anything else. I’ve grown over time when I can embrace my failures and see the lessons and support that’s available to me.

I started my first business as a psychotherapist in private practice after having worked with several agencies. I was excited to branch out on my own, create my own brand and to really see if I could make it. I looked presentable, printed out my brochures, and gave a few out, waiting for the phone to start ringing off the hook.

Nothing happened. For months. 

I was discouraged and was easily spending more money than I was making, hoping that people would find out about me because I did good work. 

And I’ll never forget what one of my mentors said to me, “Rick, do you know how conceited it is to think you can just hang up your shingle and expect everyone to come knocking on your door?”

I looked at him with big eyes as I wasn’t feeling conceited. I just had no clue what to do. And as I let his question land in me, I got his point. 

We dug deeper and found that my failure to grow a practice had to do with my fear of selling. I told him that I didn’t want to be salesy and hawk my services. And underneath this, I was just uncomfortable as no one ever showed me how to talk about myself and my services in an effective way.

One of the blind spots of most graduate programs, whether you are a doctor, lawyer, therapist, architect, etc. is that they don’t teach you how to run the business of your occupation. They prepare you for the technical craft, but not how to run a business that does that technical craft. And my experience was the same.  

My mentor gave me a reframe that changed my life. He said, “It’s not about selling yourself. It’s about making yourself visible to the community. And it’s arrogant if you just think you can sit back and expect people to simply knock on your door because you are here.”

This was the message that I needed to hear. I didn’t realize that I had some sort of entitlement going on, which really just covered over my fear of talking about myself, my services, and how I could help people. 

That changed how I thought about sales in-general and I realized I needed to make myself more visible to my target market so that they could at least choose whether to work with me or not. 

Embracing my fears around selling and marketing my services changed everything and soon after, my practice grew and I became profitable for the first time. This lesson still stays with me today as I have learned that sales is about building relationships, and there is no failure in learning how to get better at that each day.

Stay tuned for the rest of our series as we’ll explore embracing failures. In the meantime, you can view part one of the series via my Facebook. For more information on how to turn your biggest breakdowns into breakthroughs, contact us at hello@three-hats.com.