Part one
Why is the Golden Circle approach
more effective than other sales approaches?

(Part two will appear in the May newsletter)

Tax Tip: Turn a percentage of your non-deductible vacation expenses into deductible travel expenses by conducting some business while away from home. For example, you are in the real estate business and travel from Maine to Florida with your family. While there, you stop into a local broker's office and discuss market conditions and sales strategies. You then, the rest of the trip, make notes of various homes you see for sale. You could argue, you have clients that move to Florida all the time and you are on the lookout areas that might suit your clientele. Document in a small notebook, the amount of time spent doing this and that percentage can apply to your food, hotel, and travel. (not the cost of your Disney ticket). Keep receipts and record of dates and miles and business purpose. H&R Block Franchise Owner Vickie Croteau (207) 793-2041

The consistent focus on values:

Everyone no matter who they are, or where they are from on one level or another is the same - that level in which we are all similar (and there is only one) is our values. That is because on the most basic level, everyone in this world wants the same things – love, happiness, security, family, friends, etc.

Selling on the other hand is very contradictory and in many cases in conflict with good human relations and good values. The reason for this is that selling in and of itself posses and agenda, a desired outcome, a reward for the salesperson to achieve that outcome and in many cases a time sensitive period in order for that salesperson to achieve those outcomes. With those things in mind there is simply no way that the salesperson can match the customer with any level of commonality unless the salesperson first focuses on their mutual values with the customer, rather than the sale.

Separately, if a salesperson where to approach the “sales process” with only true intentions in an effort to get to know someone and develop a relationship based on those values, they would have absolutely no agenda, no time constraints and no rewards other than personal fulfillment. An open blank page if you will, which is to be filled in as their experience with this other person grows. Developing a relationship that way allows the relationship to grow unencumbered, un-directed and most importantly genuinely. Because of this approach the “sale” is a consequence of the interaction, not the intention of the interaction.

Approaching a relationship or “sale” in this way allows the relationship to grow much quicker, stronger and last much longer, which coincidently is how you would ideally want a business relationship to grow as well. The longer and stronger all of these relationships are, so goes the profitability of that relationship and the business that chooses to sell this way. Profit by strong relationships drives increased direct revenue, more referrals, more positive word of mouth and a better community image for the business. On the individual level it increases sales performance and personal fulfillment because for the sales person of all the solid relationships one becomes involved in is something they can feel good about that, which leads to a longer more successful career.

Adding all of those things together there is no negative connotation with selling not for the customer or the salesperson. The salesperson feels good about what they do and how they do it and it is an approach that is extremely conducive to helping someone succeed, consistently. The customer feels that they are treated with the respect they deserve, they have a greater sense of trust with the salesperson and the entire experience is much more pleasurable.

Dale and Ben Midgley
Co-Founders
The Golden Circle of Business©

Click here to view our past email newsletters.