As sales professionals or business owners, we experience a built-in pressure to perform. Pressure to hit our numbers, to pitch, to sell. To generate income.
Are you feeling your anxiety creep up just reading that?
You’re not alone.
This built-in pressure is something sales professionals live with every day, and it works on us like a trigger.
Even if you believe in what you are selling, when you constantly orient yourself towards targets and deadlines, it spikes your adrenaline – and your ego – in an unhealthy way. Yes, sometimes it’s a rush to live like this, but there’s little soul in it, and it leads to burn-out.
If your energy, pride and self-confidence are fed mainly from success and adrenaline, what happens when they run out? What happens to them when you fail?
The cost to relationships can be equally damaging.
Selling from this place inevitably leads to manipulation. When all we care about is making the sale, our capacity for problem-solving looks for the right words and actions to make it, regardless of whether or not the sale is right for the client.
It’s hard to feel genuinely good about selling something we know the client didn’t really need.
This leaves you in a position to shove aside guilt and a subtle self-loathing.
Speaking from the heart of business is a completely different approach. It is an orientation based on integrity, soul and a deep personal satisfaction that hums quietly along, regardless of the fluctuations of your day-to-day income.
Speaking from the heart of business creates financial success and soul success. When you conduct yourself in this way, there is an underlying contentment; a satisfaction that comes from doing the right thing.
So, what, exactly, is it?
Speaking from the Heart of Business is to ground yourself in a connection with your true values, first, and only then, communicate to others what you’re offering.
Speaking from the Heart of Business is to gain joy and sustenance, energy and meaning from being of service. From truly connecting with your clients. From doing the right thing for your client and for you.
Speaking from the Heart of Business is to build your confidence, brick by brick, on a track record of making peoples’ lives better, and to own that confidence as well-earned.
Speaking from the Heart of Business is to embrace the abundance accrued from this approach with gratitude and humility, and a continued desire to grow and to serve.
Speaking from the Heart of Business is to have the commitment and courage to show up authentically with your clients. To have the willingness to be seen, in your vulnerability and imperfection, as well as in your strength and success.
When you Speak from the Heart of Business in all your dealings, you may count as well-earned, the respect and esteem of your peers, the appreciation and affection of your clients and the peace in your own heart.
There’s more than one route to success in sales. You can be a shark. There are plenty of wealthy sharks out there. You could choose that route.
But if you’re reading this column, I’m guessing that your soul is longing for something more. If you’re looking to be both very successful and feel deeply good about your life as a sales professional, read on.
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Kira Callahan is an expert sales conversation coach serving the financial industry. Her private clients typically experience 30% – 100% increase in appointments and business booked. Click here to find out more about Kira.