When we are motivated by the desire to sell, we are only looking out for ourselves. When we are motivated by the desire to serve, we are looking out for others.”
Excerpt From: Marianne Williamson. “A Return to Love: Reflections on the Principles of a Course in Miracles.” iBook
From Sales to Service
Whether you are a trainer, Facilitator or Coach or Financial Planner , we are all in sales, according to Daniel Pink in his book “To sell is human”. As a Coach, I trust, we are all doing our best to sell our coaching services/ programs to corporate or individual clients.
However, I bet, no one coach would want to be called ,labelled , associated to Sales this is simply there is this thought that sales is sleazy, slimy, manipulating pushy…
So, what do you see yourself in coaching business? How do you shift yourself out of the sales to service?
Shifting from Sales to service mentality not only will help you but your prospects to grow your business and become a great coach.
A Coach with “service “ mentality is far more successful than a coach with just ” sales mentality.
The word SERVE is far more purposeful than the word “ Do” , “sales”. Whatever you want to do, give it away as a service to the community.
What is “sales” mentality
Whether you are offering products or services , sales is very much transactional , whereby i need to conclude the sale to meet my sales target. The buyer has the need and has money, let’s just close the sales.
What is service mentality
When we serve, we are not just doing for money or giving more than just money. When you have Service mentality in the selling process, you build trust with your client, they trust you and be open and transparent with you. You go extra miles.
How to inculcate service mentality?
1. Set Intention of “I am here to serve”
Before the meeting, set your good intention “ I am here to serve” . Even if there is no “sales”, it is fine with me , the least awareness has been created. With the mentality to serve rather than closing a sales, subconsciously, the other person will know your kind intention and trust could be established at the beginning to open up for a deeper connection.
2. Develop Habit of “going extra miles”
This is one of the 13 success principles according to Napoleon Hill.The habit of going the extra mile simply means to make more effort than is expected of you and doing it with a positive mental attitude. It is the act of going above and beyond what is expected. Going the extra mile is the difference between being average versus being one of the top performers in the world.
3. Show up 100% regardless
Whether Your are servicing 1 person or 100 or 1000 people , You show up 100% , You present your best . You do not present less of yourself if there are only 3 people come for your group coaching.
4. Put the prospect /clients’ interest first
It is about them. You as a coach is there to help them to grow by providing a safe space for them to express themselves. You are 100% fully present with neutral thoughts about situation and them.
5. Listen with compassion
Not only you listen to them for their concerns , you don’t judge them by their look, situation you facilitate their thinking and decision process. You are fully present , you allow a safe space for the person to talk. You listen with compassion whereby you feel kindness towards another person, understand deeper about the person’s experience.
5. Be transparent with your offering You make psychological contract to set expectation about the engagement. You are clear and transparent about what you can do and cannot do, set contract about their roles and accountability.
6. Abundance mindset
You are generous towards others. There is enough room for everyone to be successful and there is no need of competition. The more you give , the more you shall receive.
For Your Contemplation
What kind of mindset do you have before your client engage you as his/her Coach? What kind of mindset you have while coaching them? what kind of mindset after the coaching engagement ends?