In service-based businesses, persons who want to serve others require marketing skills.  Doing this with integrity can be difficult, but the conscious selling process is having a win-win-win  conversation with someone, seeing that person fully, and then inviting them, when it’s a fit, into a relationship where you serve them.  Conscious selling process uses the acronym S.E.R.V.I.N.G.

 

First is S, start with the heart.  Come into the conversation, looking at them as another precious human being, with their challenges, dreams, goals, and difficulties.  It’s a chance to help them through it and move to a new level in their lives.  Know that this is a precious human being, unique in their life history and life experience.

Second is E, evoke the dream.  When you’re talking with them, find out what they most long for and what’s most meaningful to them.

 

Thirdly, R.  The result of the dream.  What’s the greater impact in their life through that?  Everything is connected in someone’s life.  If they have better health that might affect their relationships, better relationships might affect their ability to make money, more money might affect their ability to spend time with their family.  After you evoke the dream, how will that affect other areas?

 

Fourthly, V.  The V is where the transition happens in the conversation.  The V here is the word vet.  To vet the challenges.  Vet means to examine something, to unearth the challenges and difficulties that person is facing.  

 

I is fifth, the impact.  How does that impact other areas in their life?  How long has this been going on?  What’s the depth of this?  This part of the conversation is accessing some of the pain and difficulty they’ve had, not making them feeling any worse about their situation, just having a real, honest deep conversation about it.  Often you uncover hidden things that they didn’t know about, in this part of the conversation.  

 

Sixth, N.  Now the N stands for nurture, to nurture the dream.  So after you’ve uncovered all this, go back to understand it.  If  everything was changed for them, what would that mean for them in their life?  What would that do for them?

 

Lastly is G, go forward together.  Look and see if this is a fit to move forward together and what that would look like.  And if you are clear, and you’ve really connected with them, at that point, often, they are ready to move forward together.

 

What this lets you do is to open a relationship.  Use this, start with the heart, to connect with them, and find out how you can serve them in their lives so that you can serve your mission, and you can also impact their lives.

 

About Matthew Blom – From living life as a monk in Asia to success as a service-based entrepreneur, Matthew serves Conscious, self-employed coaches, healers, practitioners and speakers, through Inner Game Mastery, and Outer Game Systems to help them Make a Great Living while Making a Great Difference.

 

As a speaker and trainer his business, Whole life Prosperity, is about designing your life to have fulfillment in all areas:  Your Health, Your Impact/Purpose, Your Wealth, Your Relationships, Your Family, Your Values/Spirituality, and Your Life Enjoyment.

 

What do you think? Does the S.E.R.V.I.N.G. model resonate with you? How do you conduct your sales conversations? Let us know in the comments. If you have questions or feedback for Matthew, please post them and I'll make sure he sees them.