Closing a deal

Tonight is a Wednesday evening and i have been selected to be part of Kerwin Rae's Fast Growth Summit K-Team crew. I can clearly remember attending this night almost 12 months ago now, and a little apprehensive about being out this late on a school night. Routine (what Tony Robin's calls "security") after all is the recipe for my own success, or so i thought.

If we rewind to this same evening last year, myself and my partner were coming off the back of running some health reatreats and having somewhat success after a great deal of hard work. This 3 hour long event was going to give our new start up the social media 'hacks' we needed to begin our fast growth journey. This was not the first time i had attended one of these types of free events and i was very aware that at the end of the evening there would be a product or service that would be pitched to me. Before even hearing the offer, before even attending the evening i had predertimined that i wouldnt buy anything. I didnt need to, i knew what i was doing. How mistaken I was. There were two classes of people in the room, the 'Know All's' and the 'Do All's'. Unfortunately i fell into the former category and like a jack of all trades i was yet to master one.

Over the next few weeks i had a series of phone calls with one of KR's sales team, a very polite, understanding and informative guy (thanks Eric) . I was quite firm on my position and i was not ready to purchase any sort of coaching or training that he wanted to sell me. His skill of listening and being able to understand my frustrations were on point. I even was pushed to a point of being quite agitated during the conversation, however by the end of the phone call i had become a 'Do All' and agreed that to join their team was a positive step forward.

A few months later my brother and I attended the Nail It/Scale It weekend long business workshop. What an outstanding experience that was. This was not my first Rodeo to one of these events however i must say it was definitly the best, we learnt so much about the REAL methods of business growth and better yet we got pushed far outside of our comfort zone with many practical tasks and objectives to complete on the spot, overnight, and over the course of the weekend. The benefit of this entire weekend was having these practical boundries to push beyond whilst being  being held accountable, surrounded, supported by the 300+ other people in the room. 

Ok, so thats enough plugging the NISI weekend (ill start to sound like a salesperson - my biggest fear - epiphany happening right now).

The real reason i wanted to write this post was to share the smallest little win, yet my biggest personal achievement to date (in business). Several months go by and we have implemented many of the new learnings, but we are also caught up with the perils of daily life and put a hold on some of our plans whilst our attention was diverted to the most important person my our lives (love you Mum, miss you!). We are now part of a private Facebook group within the KR tribe and i see the opportunity to volunteer at the next Fast Growth Summit event. So being a newly acclaimed 'Do All' i put my hand up.

Essentially i was under the impression all i would have to do is help out during the event, being an usher, setting up chairs, etc... Again, how mistaken i was. Although we still had to fullfill these little duties, our main objective for the evening was to Close-The-Deal and sign people up for the NISI weekend. OMG! What am i going to do? I know that sales (the act of pitching something and cohersing someone into a purchase) is my biggest fear, I could already feel my palms get sweaty!

But the experienced team give us a crash course on KR's closing technique (what he calls an ethical bribe) and re-assure us with the ever repeated phrase trust the process. We are also reminded that the risk here is entirely Kerwin's, not ours, therfore we should not fear failing here. 

So i summond up all my confidence, soaked up as much instructional guidelines as i could and got ready to tend to the 500+ people surging out of the packed room wanted to know more about the next event.

The questions came flowing in just as KR had anticipated, and it was at this point i was about to retreat to my default style of responding when i quickly remembered my newly learned technique. At first i fumbled and lacked some confidence, perhaps i lost a few clients here. But the line up was big and the opportunity was many, so after a failed first attempt, i tried and tried again. This time it began paying off. I even took over another persons prospect when i overhead a conversation derailing. I trusted the process, spoke to the gentleman with confidence, responded efficiently with purpose and with the technique that was took and BOOM, the credit card was handed over!

Im a salesman! I quietly exclaimed in my head, and the feeling was sensational! I wanted more opportunities but the room had emptied by now and it was time to revel in my success.

My key learning here was facing my fear, and what i now think is only a fear of rejection. I repeatedly tell myself that i am not a good salesperson, however i also believe i know how to run a good business (everything else but sales). How does that even make sense when sales IS the lifeblood of the business. Pushing through my self doubt and realligning my sub-conscious to believe that i can effectively sell gives me the confidence to become a better person in business. The negative association i have with sales was because of a belief that these people are trying to take money from you unethically (scams/overpriced uneeded product/pressure tactics) where as i just had to realise that we are selling something of great value and our job is to bring the buyer to the realisation that they need this and help them take the step to the transaction. 

I cant wait for the next opportunity, the the fun begin!