Your potential clients are often looking to you for belief and certainty to help them feel safe and ready to buy.
Because so much of what you’re doing when you’re selling to another human is helping them tap into their bigger vision and holding them to a higher standard.
Often, this means, you’re the one who can believe and see what’s possible when maybe they can’t quite see it yet themselves. In fact, I often tell my clients, “you can borrow my belief and certainty until you have it for yourself.”
This is why, when you’re selling from a place of service, you want to embody two kinds of certainty: certainty in your work (and yourself), AND certainty in the person in front of you and their bigger vision, that next “thing” they want to step into, and the results they can achieve.
Remember, whether you’re selling someone a physical product or something less tangible, like a service, you’re often selling someone on a vision they haven’t created or manifested yet.
A sponge is a vision of a sparkly clean kitchen just like health coaching might be a vision of more energy, better sleep, and enjoying their next family vacation.
So often, part of your job when you’re selling is to help someone see that vision as possible and step into a new belief system, do something they’ve never done before to get there, and navigate the fears and resistance that are normal when you’re stepping outside your comfort zone.
(Of course, there’s likely less of a new belief system needed, and less resistance to work through, when selling a product like a sponge compared to a transformational service like coaching that asks the client to also believe in themselves!)
This is where both kinds of certainty can help you help your potential clients get clear on that vision and higher standard they want AND make an empowered decision to move towards it.
Because your potential clients might need to borrow your belief and certainty, not only in your offer and what you’re selling, but in THEM to use what you’re selling and get the results they’re envisioning.
This is also one of the reasons I think selling is a gift that sees and holds that vision for someone else and supports them to move toward it (what selling is all about, whether you’re selling a sponge or coaching), and is the first point of change.
Because when you believe enough in your offer to hold someone to that higher standard and support them to get into belief and certainty themselves so that they can make that bet on themselves for their bigger vision, that’s the catalyst for transformation.
In this way, selling sincerely is transformational and that point of sale is the first point of transformation. When you buy the sponge, you’re making that commitment to show up for your vision and clean your kitchen. When you invest in the health coaching, you’re deciding more energy and a body you love are yours and you’re making that happen.
When you’re able to tap into and own both kinds of certainty you can market, sell, and impact even more people through your business with greater ease.
What do you think? Do you think both kinds of certainty matter when it comes to selling with service? Hit ‘reply’ and let me know.
Wishing you your version of success!
P.S. Ready to blow your own damn mind and blow up your business and bank account while you’re at it? I’d love to support you with the clarity, mindset, strategy, and action that goes into creating your version of business success and the bigger paycheck to match.
Book a free coaching consultation here to talk about how I can help you build, grow, and scale a profitable business on your terms.
