Conscious Selling: Leveraging the Construct to Master Sales

It's a sales professional's job to help prospects make up their mind.

If that is the case, it stands to reason that you should know how their mind is made up. This awareness set me off on a 2-decade journey to study change and transformation. I worked with well over 10,000 businesses, personally generating almost 100 million for human and business development products. I've had the blessing of transforming countless lives face to face around the world along the way. 

After working under and being mentored by some of the greatest minds in business as well as change work, I came to a sudden and powerful realization. People buy the product that resonates with them the most. Without resonance there can be no influence. Therefore, closing a sale breaks down to two things, Resonance and Influence.

Being an Agent of Change means you are a person of influence.

That's what I believe a sales professional is in their core. You understand the dynamics of how an individual is influenced and know how to create a Unique Buyer Strategy based on the blueprint of the person you are serving.

Creating resonance is the key to influence. People think in moments, not time. AND every purchase has a story. When you can align your engagement to the narrative your client is living out of, you have a sale. The good news is that resonance comes down to the client's Personal Codex.

Once you understand how our Personal Codex works, you will start to see each buyer has a Unique Buyer Strategy. When you can define their buyer strategy, you can align your process to resonate with them.

Identity
The most powerful force in the human condition is the labels we use to define ourselves. We will do amazing and terrible things to stay consistent with how we label ourselves. The human mind needs perspective. Perspective requires a point of reference. This is the power of the words I AM. Only, this is the story you make up about who you are…. Which is always incomplete, usually unconscious and is many times based on trauma or limitation.

Narrative or Plot
Narrative is made up of two things. Set and setting. Think of it as the plot. Think of it as the radio station you are tuned into. We all have a default mindset. By learning how to influence at this level we create deeper resonance with those we are communicating with. Shifting our set will many times be the most powerful way to influence our setting. Change the way that you look at things and the things you look at change. Understand the way someone looks at things and you understand how their experience. Understanding someone else’s experience is the first step to influence.

Story or Meaning
Humans are addicted to story. We are story-based animals. Whether we are talking about suffering or joy, it all exists in the story. Joy never exists in the details. You can have two people experience the same thing and they both will come up with completely different stories. Leverage the power of story and you leverage one of the most powerful forces in the human dynamic. Every decision is based on story. Learn to tell the story your clients telling themselves. By leveraging the power of story, you can understand where they are in the story. Now you can meet them where they are at.

Many people say that opposable thumbs were the evolution that really allowed us to become the dominate force. It gave us the ability to hold tools. But story, story tells us what to hold onto.

Beliefs and Blueprints
Beliefs can be dangerous. The rules you use to define you become the prison that entraps you. Think of this as the framework that is the basis for how you consciously and unconsciously choose to align with the world. Just think of your belief that the Sun will come up tomorrow. Think of how certain you are of that belief, how you carry it, how little you challenge that blueprint. But the Sun has never nor will it ever, “come up”. The Earth revolves around the Sun, so it never “comes up”. There is no up. Not really. But in your reality, the Sun comes up doesn’t it? By influencing and aligning with beliefs and blueprint, you become a powerhouse to help anyone break through barriers that are stopping them from moving forward in life. When you learn to shift beliefs, you can move mountains.

Emotion or Energy
Emotions are the fuel of creation. They take an intangible idea and charge them to become a physical manifestation. It is the first physical step of creation. Most people have an emotional home that perpetuates the very thing they strive to avoid. By influencing at the emotional level, you give your prospects the fuel they need to get over the challenge of change. Change is hard. When a prospect gives you money, they are stepping outside of certainty by giving you money they have earned to help them improve their outcome. When a customer creates an emotional bond to your brand or service, you have a raving fan.

Decisions and Strategies
Next, we all have some sense of strategies. Some of these strategies are conscious some aren’t. Some buyer strategies are conscious, and others are not. Understanding what strategies are at play gives you an understanding of the expectations of your prospect. Identifying agency gives you clarity around whether you are speaking to the decision maker or not. Because even if they are the one with the power, they may not be the one with Agency. This allows you to engage the prospect in the most effective way and present the path ahead that most resonates with what they need to move forward.

Action or Movement
Finally, it all comes down to action or movement. When you successfully line up your product, brand or service with your client’s personal codex, you have given them the experience and solution at a level that most organizations don’t care to deliver on. The action should flow naturally. If not, what is blocking them? 

Download the app and enroll in The Construct Key: Unlocking the Architecture of Awareness today! Learn to guide your clients through advanced training on how the mind is made up and truly master the art of influence.