Sales strategy for small business owners: sell with your intuition

When you think about sales or selling in your small business. What comes to mind? Maybe the conventional image of the slick, aggressive salesman? Or that feeling of discomfort? 

This discomfort comes from a deeper understanding of the unethical side of sales, commonly known as bro-marketing. 

However, there's an alternative approach, one that prioritises empathy, authenticity, and genuine connection: intuitive selling. 

What is bro-marketing?

"Bro-marketing" is a term often used to describe the aggressive and manipulative. Essentially, bro-marketing involves employing self-serving, short-sighted sales strategies aimed at disempowering clients, making them susceptible to manipulation in purchasing products or services.

This approach capitalises on fundamental human psychological triggers such as scarcity, likeability, authority, trust, and reciprocity. 

The 8 myths about selling and how you can sell intuitively

Below you will find 8 myths about selling and what you can do to sell intuitively moving forward. 

1. Aggressiveness Equals Success: MYTH - Success in sales comes from being aggressive and pushy, pressuring clients into making decisions.

Try this instead: Cultivate empathy, understanding, and genuinely address the client's needs, creating a trust-based relationship.

2. Disconnection from Values: MYTH - Sales strategies don't need to align with personal or corporate values. 

Try this instead: Ensure sales practices reflect one's values, this will lead to more authentic interactions and sustainable business growth.

3. Never Accept 'No': MYTH - A good salesperson never takes 'no' for an answer.

Try this instead: Respect a client's decision to say 'no'. Build trust and leave the door open for future opportunities, reflecting a respectful and humane approach to sales. I love the acronym NO = New Opportunity. 

4. 'Bro Marketing' Guarantees Sales Growth: MYTH: 'Bro marketing'—characterised by hyper-aggressive sales tactics, overhyped promises, and a one-size-fits-all approach—claims to be the ultimate solution to sales challenges.

Try this instead: A respectful and intuitive approach to selling, which values personal connections and genuine problem-solving, fosters a more inclusive and effective sales environment that resonates with a wider audience.

5. Manipulative Selling Techniques are Effective: MYTH: Techniques that manipulate customer emotions or exploit psychological triggers are often touted as effective sales strategies.

Try this instead: Sales built on manipulation may achieve short-term gains but damage trust and credibility in the long run. Intuitive selling relies on transparency, integrity, and aligning solutions with real client needs, leading to lasting relationships and repeat business.

6. Psychological Manipulation Wins Sales: MYTH: Using psychological manipulation, such as creating false scarcity or exploiting fear of missing out (FOMO), is a necessary evil to close deals quickly.

Try this instead: Champion the use of positive psychological principles—such as empathy, active listening, and genuine concern for client welfare—to guide the sales process. This approach respects the client’s intelligence and autonomy, resulting in more meaningful and mutually beneficial transactions.

7. One-Size-Fits-All Messaging Captures More Leads: MYTH: A generic, broad-spectrum sales message will appeal to a wider audience and capture more leads.

Try this instead: Customise and target your messaging, informed by an understanding of specific client needs and preferences, significantly increasing engagement and conversion rates. Intuitive selling values the uniqueness of each client, crafting personalised solutions that speak directly to their situation.

8. The Harder the Sell, the Bigger the Win: MYTH: Pushing hard for the sale, regardless of the customer's readiness or interest, is seen as a demonstration of sales prowess.

Try this instead: Recognise the importance of timing and readiness in the buying process. It respects the customer’s journey, offering solutions when they are most needed and desired, which is far more effective and respectful

What is intuitive selling? 

Intuitive selling is a sales approach that relies on understanding and responding to the emotions, needs, and desires of customers, rather than following a strict script or set of tactics. It involves deeply listening to the customer, empathising with their situation, and tailoring the sales process to meet their individual preferences and concerns.

Key aspects of intuitive selling include:

1. Empathy: Understanding the customer's perspective, emotions, and challenges.

2. Active Listening: Paying close attention to what the customer is saying (and sometimes what they're not saying), and responding thoughtfully.

3. Building Relationships: Focusing on establishing trust and rapport with the customer rather than simply pushing for a sale.

4. Adaptability: Being flexible and responsive to the customer's changing needs and preferences throughout the sales process.

5. Problem-Solving: Helping the customer identify and solve their problems or achieve their goals through the product or service being offered.

6. Authenticity: Being genuine and transparent in interactions with customers, rather than using manipulative or pushy sales tactics.

Overall, intuitive selling aims to create a positive and personalised experience for the customer, which can lead to stronger relationships, increased customer loyalty, and ultimately, more successful sales outcomes.

It allows you to: 

• confidently and intuitively generate sales for your valuable offers, transforming your cash flow and creating a thriving financial situation

• step into sales situations with unwavering confidence, free from the fear that has been holding you back. 

• say goodbye to the feeling of discomfort and 'ickiness' when selling your offers.

• harness the power of compelling stories to drive sales in your business.

• liberate yourself from the burden of perfectionism and take imperfect action.

• confidently handle objections and thrive in the face of rejection with resilience and effective coping strategies.

Final thoughts

Intuitive selling offers a refreshing departure from the manipulative tactics associated with bro-marketing. By embracing empathy, active listening, and authenticity, small business owners can forge meaningful connections with their clients, leading to increased trust, loyalty, and ultimately, more successful sales outcomes. So let's bid farewell to the outdated paradigm of aggressive sales tactics and embrace the transformative power of intuitive selling in cultivating thriving and sustainable businesses.

Learn more about the program, Intuitive Selling and start being the leader of your own business.