The Serving Mindset presents businesses and entrepreneurs with a new approach to conversations which comprises dropping our sales agenda and starting the deep caring process with our prospects long before they ever become our customers or clients.
My approach is radical and unorthodox in that I recommend you stop selling period. I show you how to achieve your goals by having your prospect’s highest interest at heart in the entire process using The Serving Mindset.
Cold calling, manipulative scripts, and other pushy sales tactics work well, which is why they are being taught in sales trainings across the globe. I argue that there is a better and more humane way to win in business and to win big.
It is by putting people first.
When you do that, the relationships you build drive your business.
Thus, I show how The Serving Mindset removes selling from the equation and puts the interest of the prospect above all else. When we serve powerfully in this way, without agenda and with integrity, deep trust forms. From that place the most successful business relationships emerge and lead to successful win-win business opportunities.
There are five key principles in the book that I bring to my speaking:
- Principle 1: You are not selling. You are serving. You will learn that by shifting your lens from selling to serving with this one reminder, how you will re-think your strategy, energy, and approach in the conversation.
- Principle 2:Low prices can hurt your business. As a professional in your field, you’ll see that charging low prices for your services can be a detriment to you and your clients. It is not “generous”; it is damaging, even if counter-intuitive and you’ll learn to command premium prices to work with you.
- Principle 3: Serving is not the same as pleasing. Stop pleasing your prospects. Building deep trust comes from having the courage and the skill to the truth in the right language to your prospect so that they can see your genuine desire to help them, not sell them.
- Principle 4: Your sales agenda is holding you back.You can drop your sales agenda and get a lot further. I help your potential clients without “being taken advantage of”, without the fear to over-give or overstep your own boundaries, by learning to lead the conversation every single time.
- Principle 5: Objections in the sales conversation are your golden opportunity. The self-serving part of you may feel rejected or awkward but you’ll learn to embrace them and probe further with permission to build a deeper trust yet.
I have had the privilege of speaking at private company events, sales and tech conferences including Google for Talks@Google, SAS, Duke University, Cisco, VMWare, Fidelity, MetLife, and Sales Symposium for Atlantic States Telephone Answering Association and continue to bring the message to the right platforms. I enjoy bringing this message to both large and small audiences.