Why Ferrari don't make cold calls...

The first rule of selling from the Stage is - DON'T...

I like to see other people on stage - to learn from them and their content but also to pick up some tip and ideas about delivery and style...

A couple of years ago Lynn and I booked to go and see a Speaker who was going to teach us how to sell from the stage with Authenticity...

The whole day was a "Sales Pitch" we even had to sign a Non Disclosure Agreement before we were allowed in the room - I signed mine Popeye and Lynn signed hers Stalin...

On the stage she was wearing a dress that didn't fit, and had brought her "helpers" along to stir up the audience with chants and cheers; clapping and spontaneous hugging of strangers was encouraged...

We sat patiently listening to her telling us about what we were going to learn, how she had mastered her craft and made $$$$ Aus from selling her proven, tested and effective selling techniques...

That took us to 10.30 when a guest speaker came on and reaffirmed how and why he had bought the 3 Day Training Programme and how we could too at a discounted price if we gave our credit card details to the helpers immediately...

There was a mini stampede of people rushing for the card machine laden helpers paying their £5,000 for a place on the Three Day Workshop where they would learn all the good stuff...

Then she was back, congratulating those that had paid and chastising us that hesitated. She then told us how she had overcome health, relationship, money, career and confidence issues when she finally learned the secret to selling form the stage....

She started to weep, and a helper took her some tissues on stage...

Selling had saved her life and she wanted us to save ours too, by coming on her 3 Day Event...

Then it was lunchtime - and we decided to leave...

Of course, the people who rushed to the card machines were "helpers" too - it's a scam based on Social Proof to get others to follow the herd...

It doesn't matter who she was - but she is typical of the type of speaker or presenter who tries too hard...

To sell form the stage you will be told to Position, Tease and Amplify. You'll be told to master your state, then project your mastered state into the audience through intentionality and focus...

And to opt for an authentic representation of the most compelling version of yourself...

How to Sell from the Stage...

As I am writing this - on a Sunday Morning here in the Moselle Valley, an email has just appeared in my inbox from the CEO of a company for which I delivered a Key Note at their conference a couple of days ago...

We have had very good feedback on your presentation...

This comes after we received a telephone call from the HR Director of one of the companies whose CEO was in the audience saying that I had..

Enthralled and seduced my CEO...

And could I come to meet with her and the team to discuss Training, Coaching and Business Development Programmes as soon as possible...

So what did I do to "Sell From the Stage"...?

I told stories that were engaging and informative; I delivered value, made them think, laugh and take notes...

I didn't ask for anything, tell them my number or give them a sales pitch - there were no products on offer and no special price to get them to whisk out there credit cards...

They were nodding and smiling, looking at each other and confirming approval; no one was texting and everyone was having a fun time learning a few useful tips...

There was no NLP, no up-sell or offer on the night, and I didn't even tell them what I did; they had to find out and hunt me down if they wanted me...

Being blunt - my clients are way too savvy to fall for the Stage Selling Techniques of the NLP Master Wizard community and I don't want to work with those that are clumsy enough not to see through it...

The people I want to attract are those that see the value in my story, message and style, not my ability to invoke rapport by choosing words that I think they will find attractive...

If your product or service is good enough, you don't need to sell it you need to ration it...

So stop Selling and start being amazing at what you do; stop selling and start attracting people to your tribe...

• Do you ever get a cold call from a Ferrari Dealer...?
• Have you ever gone to a seminar where you could buy discounted or BOGOF a Patek Philippe 5004T

Of course not, and why...?

Because if you want a Ferarri (if you do, go for the 599...) or a Patek Philippe watch two things have happened...

1. You can afford them..
2. You value them...

And that is exactly the type of client you want to attract to your business - it doesn't matter whether you make Toilet Roll holders in Liverpool or sell Financial Services in Monaco; attract your clients don't keep flogging stuff...

So whether you are selling from the stage, on Social Media, through a network or with your Sales Team - Stop Selling and start Adding Value...

Be different and unique, make it so some love you and others hate you; make it so people remember you....

And no I'm not going to tell you how to do it - you'll have to contact me and see if I agree to work with you for that to happen...