That was not a "market correction".
That was a Spiritual Eruption.
Project ES2 X09 will help you adjust to the
current market conditions
FACT ::: What the market was leaning toward a year or two ago--it is now demanding from Sales Professionals ::: A new approach.
Everyone knows the marketplace has shifted. It is shifting from a subject-object orientation to clients and prospects to a relational and transparent orientation. I have been predicting this shift since 2005/6. Recent events have accelerated it...
But the new litmus test for infliuence and ethics is this:
"if you don't feel comfortable being fully transparent with your prospect about why you are using the tactics you are using--you should not be using that tactic."--Jason D McClain
Forget about "closing deals". Start thinking about "opening relationships".
Here's why:
Many of the old sales "tricks" just aren't working so well anymore. Partly because they were "tricks". In the current marketplace and with the current market and economic fluctuations you have two choices: adjust or rapidly perish. And I for one, am glad. I am glad because the challenges both sales people as well as prospects had will go the way of the dinosaur.
The days of being more congruent or more confident than the prospect--and bowling them over to get a "deal closed" are over. I hope you got the memo. If you did not, your sales are probably suffering. Or maybe you are still successful- because you are just that "slick"-but are you fulfilled?
But--you need a new system that supports you in your marketspace and marketplace. You need a system committed to an integration of Western free-market economics and Eastern spiritual sensibilities; so you can keep producing the results you want to produce--and be fulfilled while doing it.
But that requires a new level of Sales System to support you in that--to make it possible.
An Evolutionary Sales™ System.
Evolutionary Sales is just that--the next wave of sales strategies and systems for the 21st Century Marketplace. The next stage of Evolution in prospect and client relations. If you want to thrive in this marketplace and under any current market conditions, you will need to gain a whole new approach to selling.
Of course, the right approach and mindsets are critical--but you must also have the systems in place that will consistently produce the results you need both for you and for your prospective clients. That means not just having the right system in place, but also getting our of your own way...
Most importantly, it means being grounded in service and contribution.
WHAT IS Project ES2 X09?
Evolutionary Sales™ 2.0 [Sales 3.0™] ::: Streamlined with the same 95% conversion rates [yes. That is the average over 4 years now, for me, Jason McClain, Personally with one-on-one prospective clients for a service that had a signifigant financial commitment attached to it.]
When I say "streamlined" what I mean is for the last years, I have been experimenting with removing unecessary steps so you can get an easier and more rapid handle on the process--you can translate it into results faster without losing conversions. Less steps.. Samme effectiveness.
Let me show you how...
But first ::: Evolutionary Sales simply will not work--that is, the grounding--the foundation--simply is not there--unless you are grounded in service and contribution. However, if you are ready to live a life of service and prosper as a result--integrating the best of the East and the best of the West--then you are ready for Evolutionary Sales.
You can start now by requesting an exploratory session, scheduling a talk, or just asking a question or read more :::
Have You Gotten Your Bearings...
Yet?
As we see in the financial sectors, conditions can change dramatically in either direction. Seemingly overnight. While there may be signals a few see, stunning numbers of "experts" miss the indicators. And if they do see it coming, it may already be too late. Or worse, they are not in a position to affect policy [or it is not politically convenient to do so]. Suddenly, while we have been used to 200 shades of grey, nuance, and subtlety, and so much flexibility in most sectors, now, there is stark black and white.
"The quick and the dead" used to aptly sum up the outcome of a gunfight in the Wild West.
Fortunately, that is no longer the reality we live in [the guns at high noon part]. Unfortunately, while modern dangers are less stark, they are far more complicated, demanding far more subtle solutions. Far more comprehensive solutions. And sometimes, we need to tear down the structures and rebuild entirely. Retrofitting a structure for seismic upgrades just does not do the job for some buildings built wth materials that are no longer to code.Well, in business, being "quick" has not been enough for a long while. That worked in the 1980s. In the 1990s, one needed to be "flexible" in additional to being "quick". Now, of course, while both are necessary, being quick and flexible is inadequate. There are several reasons for this, but to name just one, the internet has been such a game changer in and for small business and the Google and Yahoo! algorithms so critical to massive amounts of capital and advertising revenue flowing, that when they change their mostly secret logorithm, there is an immediate rush to adapt [and they change all the time and their core components are "secret"], that one must now not only be quick, but also flexible, AND, well ... fluid. You might have to alter your path dramatically, and on a single sentence notice sent over email from your department or regional executive--or heck your division may have just been sold as a shift in regulatory legislation and you found out about it on the news or via a press release on Google News.
Or maybe, you are just noticing a dramatic change in response or percentages as you track your own conversion rates and results.
What has occurred suddenly in most major sectors is this: while erosion has been slowly but surely occurring and the evidence of the water cutting through the cliff near the coastline has been noticeable, this week [or last month, or last Fall] a huge chunk of sandstone just slid off into the water bellow, splashing into the ocean water. Oh--and it was a foot away from where you were standing thinking of wonderful futures staring off into the sunset.
Have you gathered yourself yet? Or are you still staring down at the new edge of the cliff just beyond the tips of your shoes...stunned?
This is the new fluid, you must adjust immediately, almost without blinking, reality. In social networking, and on "web 2.0" sites, your status update, what you're up to RIGHT NOW is now required functionality. "What are you doing right now?" is the entire concept the site and service is based on with Twitter, the new killer web tool or "the new-ish search and micro-blogging tool". Oh yeah, and it's limited to 140 characters [including spaces] so you better be consice.
Have you adjusted yet? 'Cuz honesly, while these shifts are hard for people to get their heads around, this is the easy stuff comparatively.
More comprehensively ::: have you shifted to align with the major changes in the market and in prospective clients' expectations of how they want to "feel" with you, what they are hoping to hear in your approach, and what your offering looks like to them?
Over a decade ago when John Grinder, a professor of linguistics, lover of indiginous cultures, and co-developer/founder of the field of NLP said in an advanced modeling course that "Schizoprhenia is a required skill" in today's world and in today's marketplace, I thought he was spouting...well, crazy talk.
Turns out he was just being incredibly prescient. The amount of bahavioral fluidity and the number of roles required by solo-preneurs is stunning.
But If we look at events and the marketplace, it is not that there is any less real, hard currency out there--there is the same amount [or a little more, however deflated or inflated the money supply is artificially]. However, it takes more to actually get the money. It takes greater engagement to access it. The money is out there--but it is not moving a whole lot. And the way you interact with one prospective client may be radically different than what they next prospective client needs--and you are wearing 7 differnt hats. And three of them are too tight. One is loose. The other your mother-in-law picked out becuase you were rude to her--and you are made to wear it until you can find another one.
And the metaphors could go on and on...
The harsh reality is that the hard currency that is available is not flowing to people who are engaged in the old, 20th century way of selling. The subject-object, tactic-heavy, hypnotic sales, get-them-excited-and-passionate and leverage-pain approach. The slam it home, "close deals" and "Take no prisoners" approach. In fact, people are polarizing and polarized away from those tactics. Not only is much of the marketplace aware of them--but they are more sensitive to "icky" sales tactics. The old approach is lacking in true service and engaged contribution. It is about manipulating them in the negative sense--for YOUR need and desires. They sense that. They then question your trustworthiness. Your motives. Your charachter. Even if they have no idea--and can not even describe it other than to say "it just does not feel right" or "something seems off".
And they never say anything to you. They just disappear.
When I developed and published the Evolutionary Sales system a couple of years ago, I boldly predicted that the mindsets and approach delivered within it would set professionals apart from the "sales people" then, but in the near future, would actually be a requirement--would be the new baseline in the evolution of sales. That these evolutionary approaches would eventually be standard required approaches. As a result of the crisis in the financial and credit markets, that transition has been more abrupt than I could have ever imagined. The marketplace is demanding value, depth, credibility, trust, relationship, and their spending their money in ways that are far less discretionary--more about results, skills, ROI, and far less about personal exploration for the sake of exploration.
Even Competence [real or imagined] no longer trumps trust and relationship. However, relationship does not trump competence either. BOTH are now required. Get used to it. This is the New World Order for sales. These are the new minimum "system requirements". The bar has been raised--to qualify you need have a higher CREDIT-ability rating.
People will no longer stand for being treated like objects to be moved towards your goal to so you can pay your second mortgage or so you can pay down your line of credit that has disappeared with your equity it was borrowed against. Or get that whatever that thing is that drives you. If money is such a priomary motivator for you that you get attached enough to be unwilling to walk away from a deal in service of a prospect, um, they are gonna sense that.
There are those who adjust for the market and what it is asking of us and regain our footing, and thrive again rapidly, and there are those that keep trying to do things the same way that *used* to work, watching seemingly helpless while their businesses die as a natural part of the evolution of markets and the service industries. And they grumble. They can blame the market, the economy, circumstance, society, or whatever, BUT in doing so, they toss all creative juices that would go to a solution into the garbage can or the toilet.
Those are the choices. So there is really only one choice ::: realize and adjust to the new requirements in the marketplace:
- Gone are the days of "closing deals". Now, you must be "opening relationships"; the signing of an agreement or the receipt of funds [GTM] is now the beginning of your process, not the end [even if in your business you actually hand the account over to an account executive/manager].
- You must be grounded in a platform of service and contribution; what are their authentic needs, and can you be of service to them, OR if not, then tell them that and walk away; you are both better served by putting your attention elsewhere.
- You must remain unattached and have a sense of ease about the outcome of the sales process that is tangible--that the client "feels" safe with you because they are [they say in romance, politics, and sales, "desperation is not an aphrodisiac". Well, now it is a repellant. A strong prospect repellant.
However, you need to be centered in a sales system--a sales process--so that in the background they feel safe as a result of your competent guidance.
A sales system that is a value and values based approach. One that is so effective, "closing" techniques are not even necessary, are taught as an afterhtought, and are considered a failure, and always come as a result of you forgetting a step, or missing something earlier on. One that produces 95% conversion rates without leveraging pain or scarcity [and I think we already exposed to enough of that right now, aren't we?
And, people [like you, if you made it this far] want to produce results now--and do so without comprimising your deeply held values of integrity, ethcis, and without icky manipulation. You need a system to meet the new demands of the marketplace--demands which simply no longer tolerate all the things you thought were icky about sales anyhow. You always thought, sensed, or felt sales could be clean and ethical--and that it should be. Yet, the how...? You are looking for a comprehensive approach.
And you understand the important of actually integrating it--
...so you can act from it without thinking, and reading a book or listening to a series of podcasts just ain't gonna accomplish it. And you know that. I mean--who here reading this needs to go to another workshop or read another book because you hav e mastered and integrated all the distinctions you have already "learned"--that faded 3 weeks after the end of the seminar or book or series of tapes.
No, You need to keep this change. You need support...you want partnership.
At the same time, you do not want to dump a bunch of cash on a lengthy commitment without flexibility--and you want results produced as quickly as possible, be it because you need to keep your job, your clients have frozen budgets, or you are finally getting the opprotiunity to start your own business unexpectedly--and really, it does not matter if you feel liberated or terrified about any of that. Either, both, or anywhere in between are prefectly natural responses...
I have received so many requests for an offering that was more ad hoc and flexible in structure than the 26 session, 7 month comprehensive approach in the Personal Evolution and the Professional Evolution programs, that I simply can not ignore it any more; I must shift the way I serve you, as I am in service of you.
This is really appropriate for people who have already done a signifigant amount of personal development work already.
So be honest with yourself in requesting an exploratory session--and if you are not, well, there will be no way to avoid these issues if they are present for you to a degree that is noticeable, or stops or slows your growth in business or in "private" there is no work around. l discover that together. But if you experience very little shame, fear, anxiety, and/or very little negative internal self-talk, and rarely [or never] take anything personally, then we can cut through to accelerating the growth of your business like soft butter.
And get you to a space that you are fulfilling what the market requires, exceeding your revenue goals as a result--and being more fulfilled as a result of your platform of service and contribution.
Adjust to the required market shifts, start by requesting a Complimentary Exploratory Session [or be placed on a waiting list to be coached directly by Jason McClain, Author/Speaker/Master Guide of Evolutionary Sales on the Personal Life Media Network.
