Core Energy Selling

Updated: Jan 2

Sales and selling brings up a lot of psychological baggage. If you want your company to grow, you must create a sales machine that converts interested prospects into buyers. If it’s just you, then you need to be the sales engine that grows your practice.

If you want to watch a video of this exact same topic, go here:

(Core Energy™ is a registered trademark of iPEC and all Core Energy™ concepts described in this blog post are derived from iPEC’s Core Energy Coaching™ program.)

There are eight critical mechanical components of business. There are seven levels of core energy. I’m creating a series of posts called Business Mechanics & Mindset. You can read about these topics in more detail in my book entitled, “Business Mechanics & Mindset: How Your Thoughts Create or Sabotage Your Business Success”. Today’s post is the third of this series entitled Core Energy™ Selling.

Before I go too far, I have created another post that you may want to read before you read this one. It is entitled “What is Core Energy?”. It explains the seven levels of Core Energy™ in detail that will be mentioned in this entire series.

When I was young, I sold popcorn, calendars, and other trinkets door to door to people who didn’t want what I was selling. I hated it! When I transitioned from an engineer to a salesperson, the same emotions surfaced. I was convinced that salespeople are liars, cheaters, and thieves and I wanted no part of it. Once I was trained in professional selling and worked with a professional sales team, I learned that selling is the most beneficial skill you can have as a business professional. I have officially been in the sales profession in one capacity or another for 30-years.

In my business coaching practice, I’ve discovered that there are five foundational components of sales or selling in any small business that you must get right:

  1. Mindset: how you characterize the profession of selling;

  2. Process: repeatable steps you take to educate your prospective buyer;

  3. People: while I believe anyone can sell, hiring people with solid values is a must;

  4. Sales management: whether it's just you or a team of 100 salespeople, tracking numbers and holding sales people accountable is critical to your sales success; and

  5. Compensation: Proper sales commissions and base pay are different for different industries. It's imperative that you match compensation with desired behavior in your sales force.

I call these five components, the "mechanics of selling".

In today’s post, I will tell you a story of five different car salesmen with five different sales mindsets. Please pay attention to see which one of these are representative of your sales or selling mindset.

Newbie Nathan

Nathan had difficulty finding a job. He was told that he could easily get a job as a car salesman. The only catch was that he wouldn’t get paid unless he sold something.

Mindset: Nathan felt he had no other job opportunities, so he took the car salesman job. He felt uncomfortable in this new role. How could he convince someone to buy a car?

Process: Nathan watched what the successful car salespeople did and he tried to mimic it. When it was his turn, he’d approach a customer and manage, “Hi, can I help you?” At which point, he’d get a smile and a, “Thanks, we’re just looking.” When he got this rebuff, he knew they wouldn’t buy from him, and he'd bow out with, “If you need me, you know where I am.”

Management: Nathan’s sales manager continued to ask Nathan how he was doing. Nathan would frown and say, “another tough day.” At which point, Nathan’s sales manager would sigh and say, “keep trying.”

Compensation: Nathan could see that sales was not for him. He wasn’t making any money because he hadn’t sold one car. In fact, he hadn’t given a test drive.

People: Nathan noticed that he wasn’t like some the successful salespeople. The other reps seemed flamboyant. This just wasn’t who he was. After a few more dud encounters with customers, Nathan was convinced that people were either born salespeople or not. He was not. It was time to look for another job because sales isn’t his thing.

Results? Nathan eventually found another job doing data entry for some insurance company. While his job didn’t pay much, it was much less pressure than trying to sell cars.

Slimy Sammy

Sammy was a wheeler and dealer most of his life. He was convinced that he would be a great car salesman.

Mindset: Sales is all about convincing a prospective customer to buy; and Sammy believed that he could convince anyone of anything. Sammy believed that most people are resistant to buying, but it was his job to convince them otherwise.