Page 15 - The Wave Holistic and Metaphysical Journal Sept/Oct 2016

Do you have a coaching or healing practice? Would you like to increase the number of your sign ups for your services and increase your cash flow? As you’re undoubtedly aware, this is a common need or desire amongst conscious entrepreneurs and business owners.
The dilemma you may be facing is that you want to complete sales and increase your cash flow but you don’t want to come across pushy or salesy. You want new clients, but you don’t want to “pressure” people. You believe in the value of your services, but you’re not sure how to get others to see your value. You’re uncomfortable trying to convince people, but it seems that this is your only option. This leaves you with a real conflict emotionally and energetically. Can you relate?
My aim in this article is to provide you with a template for creating your own heart-centered sales process. This is often referred to as “enrollment” to differentiate it from the mundane kind of everyday sales. Once you understand the heart-centered sales process, you’ll be able to use it consistently to get a good conversion level and steady cash flow.
I have developed this process through over 30 years of experience in business, specifically in sales related to transformational programs. This depth of experience has given me a unique perspective on how to craft an enrollment system that is compassionate, supportive and truly empowering to each individual. I’ve learned how to honor people’s “NO” and also generate a frequent “YES”. In my own Life Crafting business, I’ve
Your
Heart-Centered
Enrollment
Conversation
by Howard Sambol
achieved $35K months and have learned how to get through challenging times as well.
Recipe For Your Sales Process
Here is my 5 step “recipe” for your sales process. You’ll want to adapt it to your own service, then refine and test it with role play until it is working well. This will take some time and require some practice, but if you apply it with diligence, you’ll have something that will ensure future success in your business. It is important that you do not discuss your services or the cost in this conversation until the indicated time near the end.
Step 1: Create rapport and personal connection with your prospective clients. Acknowledge them for taking this important step towards getting what they really want. Give a brief overview of the ground you will cover. Be sure to mention that at the end you’ll determine if it makes sense to work together and how.
Step 2: Ask questions that clarify what they really want (in the context of your market niche or problem) and what has prevented them from getting it up to now. Guide them to clarify what it will be like when they have it and how their life will be different. Make sure they can really feel this and not just think of it intellectually. With love and compassion, ask them to share their challenges, i.e. pain and frustrations. It is important that they feel the excitement of their future outcome, and the contrasting pain of the present.
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