Unleashing the Power of the Open-Heart Selling Technique

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.