An example of trust-based selling
Improvised jazz has to be one of the most creative and courageous art forms.
Spontaneous, unrehearsed music. Notes happening so fast that the frontal lobe of the brain – the part responsible for decision-making – doesn’t even have time to join in (I happen to know that some of you have something cheeky to say about that but hang on to your jazz hatred for just one sec).
This is the thing about improvisation.
It involves IMMENSE trust.
Trust in the capacity to create...without conscious thought or effort.
Musicians are intentionally creating music...but letting go of their actual attention. They are opting in and then allowing the creative spirit to move them.
And they have so much trust that they can just get up there, in front of a live audience and throw caution to the wind.
The same could be said for the confident painter, or mixed media artist. The confident writer.
Because when you base your art on trust, confidence will follow.
As an entrepreneur mastering this skill of self trust has been essential and this fall, I had the pleasure of practicing it in a new context.
My “art form” this time was that of purchasing a vehicle.
Now…history has NOT given me a reason to pair the idea of “trust” with the act of buying a car.
Quite the contrary.
But I digress...
I spotted a car that peaked my interest and reached out to the contact on facebook messenger. It was an associate with one of the local car dealerships. I immediately noticed my nervousness in my communications back and forth with him. It felt like a push and pull, both of us trying to assert our power. I started to doubt my own knowledge and feared that I’d get bullied into something by accident.
And then I caught myself....“I’m not trusting MYSELF” I thought.
My thoughts then went to “what would this experience be like if I did trust myself?”
Wowza.
This awareness opened up such a different experience for me.
My intimidation dissipated.
I felt a wave of security come over me and I could think clearly.
I no longer questioned who was “in control” because I knew I was controlling my own decisions.
He could act however he wanted to. He can tell me whatever he wanted. At the end of the day this was MY decision. And I could choose to trust my ability to make a solid one.
I went into the dealership to take a test drive with a completely different sense of authority. I was friendly and confident. And because I had settled my nervous system and accessed this state of trust, I was also able to prepare myself better with the particular questions I wanted answered.
Rather than spinning around, worrying about what he would say or do to get the sale, I instead set some parameters for myself on what would make a clear "yes" and what would make a clear "no".
In the end I didn't end up purchasing that vehicle (though they tried REALLY hard to make that sale).
And even better, I will never look at sales the same way again because of this experience.
It opened my eyes to the sales experiences I want to cultivate as a business owner who sells AND as a customer who buys.
Trust-based sales all the way, my friends!
Because sales and marketing CAN be gross, manipulative and coersive.
But it doesn't have to be.
Want to hear more about this idea? Click here to check out an instagram post I made on the same topic.
And if you’d like to dive deeper into the idea of trust-based selling, here’s a great place to start.
And for all you business owners, I invite you to think about the following:
How often do you trust yourself to make purchasing decisions?
What has been your favourite buying experience and why was it so awesome?
How much do you trust yourself in selling your goods and/or services?
How does your level of trust impact your beliefs about sales?
When has buying something felt GOOD, nurturing and supportive?
How would you approach selling in YOUR business if that's what you thought it could be like?
Was this helpful?
Be the first to know when new ‘thought’ entries are uploaded?
Click here to get on my mailing list.
Thanks for being here.
