sales - The Unstoppable Woman®

Unleashing the Power of the Open-Heart Selling Technique

By Amira Alvarez It may seem, at least on the surface, that you need to keep an emotional distance when having a sales conversation with a prospective client.I get it… you probably have ideas about what’s appropriate and what’s not appropriate to say, the correct professional distance and attitude, and how deep you…
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It may seem, at least on the surface, that you need to keep an emotional distance when having a sales conversation with a prospective client.

I get it… you probably have ideas about what’s appropriate and what’s not appropriate to say, the correct professional distance and attitude, and how deep you can really go with someone you’ve just met.

But more often than not, keeping an emotional distance is about NOT wanting to share the truth of who you are, because god forbid they say no. That would be a rejection of YOU.

But have you ever heard the expression “people do business with people they know, like, and trust”?

It’s 100% true.

If you keep your personality and true self buttoned up and tucked away out of sight, you might get to protect your ego if they say no but no one gets to truly know you.

And if they don’t know you, they can’t like you much less trust you.

Not only does this make selling high-ticket services really challenging, but it makes sales feel transactional. (Most of us hate that and want to avoid being that kind of salesperson. And as the Founder/Owner/CEO/Principal, you need to be the best salesperson on your Team so this means learning how to be connected not defended on a sales call.)

To work this differently, you must share the truth of who you are.

I call this selling with an open-heart.

And no, it doesn’t mean leaving your heart on your sleeve and running your mouth about all your problems. (Please avoid this.)

What it does mean is opening your heart and relating person-to-person, human-to-human…

It means asking good questions, deep questions, and staying OPEN to the answer.

Then listening without judgment. Without interrupting. Without running away from their pain.

See… the only reason people buy is that they have a problem that they think you can solve. That problem is causing them pain.

If you stay on the surface and go transactional…

If you run away from the deeper questions…

If you avoid their pain (or your own discomfort in having a truly honest conversation)…

You’ll never get to their true problem which is what they’ll pay anything to solve.

Instead, when you are able to clear your own energy and show up in conversation without feeling like you have to hide a part of you…

When you can truly own your authority and who you are…

You can hold space for whatever comes up. You don’t have to be afraid of their problems… or the emotions connected to these problems.

Whether you’re selling accounting services to a CFO, legal services to a couple going through a divorce, or consulting services to a foundation, opening up and listening will reveal what they’d pay anything to solve.

Even if you’re selling your accounting services to the CFO of that tech company…

Even if you’re selling your legal services to a couple going through a divorce…

Even if you’re selling your consulting services to that foundation…

If you never open up and listen, you’ll never know what they would pay anything to solve.

But when you open up and stop being afraid of their pain or of being rejected, they will tell you.

Once you know this, then the next step is to honestly assess if your service solves their problem. Yes? Then, and only then, you can walk them through the tactical aspects of working with you.

When you open up and put more heart into your sales approach, the tactical side becomes easier, it eliminates discomfort, and it multiplies your success.

Creating this balance between the inner and the outer game of business is what I help female entrepreneurs within the Spirit of Wealth program.

If you’re interested in learning more, check out this page.

And, if you’re ready to fall in love with sales and all the other aspects of your business instead of avoiding them or putting it off until later, apply to become part of this elite peer group here.

Worried you might lose the sale?

By Amira Alvarez Do you remember when you used to be scared of losing the sale? (Maybe you still are???) I do. But it didn’t really look like being scared, at least not on the outside.On the outside I was confident. I was putting the reps in, having the conversations, showing up.But on the…
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Do you remember when you used to be scared of losing the sale? (Maybe you still are???)

I do. But it didn’t really look like being scared, at least not on the outside.

On the outside I was confident. I was putting the reps in, having the conversations, showing up.

But on the inside, I was desperate. I really needed the money. Ever been there? That month when you’re really tight?

I remember those months, thinking… Am I going to make payroll? Were we going to be able to pay the Amex bill? What if I can’t pull it off?

It was a roller coaster.

It’s kind of the “way of the entrepreneur”–risk taking, going all in, assured that you’re going to make it, but then getting way beyond your comfort level.

It throws you into desperation.

Now, there’s a shadow side of desperation and, surprisingly, a positive side to desperation. Let me explain…

The shadow side is kind of obvious. When you don’t have enough money, you’re in scarcity, and if you’re not careful, your prospective client feels that energy. This just leads them to go running in the opposite direction and say no to buying from you.

They don’t know why but they just don’t want to buy from someone who’s desperate. Something’s off about you…

So then how could this possibly have a positive side?

Well, when you’re desperate, if you’re able to contain or eliminate your scarcity thinking, you will go harder than you’ve ever gone before. You’ll stretch yourself BEYOND your current capacity and grow to a totally different level.

This stretching, beyond what normally stops you, is definitely what I had to master when I was making my leap from low 6-figures to the 7-figure business.

But it’s not comfortable at all.

Yet, it’s the way the 7-figure entrepreneur thinks and acts, lives and breathes.

I knew I had it in me but I had to move past some significantly huge blocks to actually become that kind of entrepreneur.

This was much harder than just figuring out a marketing funnel or how to hire well, though those things are important.

It was about completely rewiring my thinking and beliefs about who I was and what I was capable of doing. And this is true whether you’re going for 7-figures or multiple 7-figures.

Once I mastered this methodology for success, well, the sky was the limit both in my life and my business. Never looked back. :)

I’d love to teach you how to master this as well, because there’s a methodology to it that if you get… you can repeat over and over again until you get to break free from limits on the income and impact, and are able to live from your “sky’s the limit” place as well. (Read = no limits on the income, impact, or life you can create.)

Want to know how? Fill out this application to see if you’re the right fit to join our community of female entrepreneurs.