A change in mindset that can help you sell more of anything

In my past corporate life I used to get a lot of calls and emails from people who wanted us to buy or try their service. The services were fantastic. The people who sold them were wonderful. But I didn’t have the time. I was always in a hurry, trying to get to the next meeting or to finish the next project.

Nowadays, I’m the one doing the selling. I’m the one creating and then selling. So, I rolled up my sleeves and I learned about sales. I learned different techniques and different strategies. But none of them got me anywhere until I learned that I needed to change the way I think about the process of selling. Specifically, there was one change I needed to make, and I think you’re going to love this.

I needed to change the way I feel when others sell anything to me. I learned that until I fully appreciate when and what others sell to me, I won’t be able to easily or successfully sell my own products and my services.  

Let me explain.

When you repeatedly hold a certain attitude about something, you train your brain to subconsciously and automatically choose that attitude any time when a similar situation comes up in the future.

When sales professionals called me and emailed me while I was pressed for time, I felt interrupted. It wasn’t anybody else’s fault but mine that I felt that way. I could have unplugged my phone. I could have closed my email. I could have set myself up for more efficiency. But I didn’t. Because I felt interrupted, my brain started to associate the feeling of “interruption” with the process of selling.

That meant that when it was my turn to sell something of my own, I subconsciously felt like I’m interrupting the person at the other end.

These are subtle associations in our brain, but they’re important to understand.

This may also be the reason why as a society, we feel that selling is icky and uncomfortable. It’s not because of the sales person who called us during dinner or knocked on our door right when our kids needed us the most. It’s because of the thoughts we thought when that sales person called us.

If you ever felt like somebody’s being pushy, if you felt interrupted or if you simply felt discomfort when others sold their things to you, pay attention to not subconsciously withdraw and feel fear that others will feel the same way you did when they see your email, your call, your sales page or your social media ad.

Pay attention to your attitude about selling. If you feel there are some kinks that need to be worked there, I have a quick and joyful exercise for you: take a five minute break every day this week and simply appreciate everything that others are selling to you within these five minutes. You can take a walk or browse the internet for five minutes. Thank you for that simple pen. Thank you for that colorful ad. Thank you for that pink food processor. Thank you for that useful app. Thank you for that e-book. Thank you for everything everyone made, sold and then continued to sell. Thank you, thank you, thank you.

During these five minutes, understand the work that went into the making of every single product, store, ad, web page, training. Somebody, somewhere, had a passion that couldn’t be quenched. Then, they created something from that passion. Isn’t everything we use in our lives the result of some people, somewhere working hard and wishing well?

Five minutes every day and you’ll start feeling pride, ease, success, contribution and well-being when you’re selling your products. A joyful and effortless way to elevate your attitude about selling, and to know, with every cell of your being, that just like you did, somebody, somewhere, silently says “thank you” to you.

And let me know how your five minutes go for you! Email me at hello@builduplab.com.

With love,

Mihaela

Mihaela Akers
Business is about sharing value

If there were no other people left on Earth but you, would you still do what you’re doing today for work?

Would you still create your products, your services or your ideas?

Think about it.

There would be nobody left to buy your products, to read your books, to listen to your presentations, to need your services. So, your business - the way it exists today - wouldn’t exist anymore if it weren’t for others.

If your business and your work wouldn’t exist if it weren’t for others, it makes logical sense that the purpose of all business is to benefit others and to improve their lives.

To create and share value with others.

We start alone, with our own desire to create something meaningful and to savour that journey of creating. But we continue on the path together with our customers and our audience.

I want to remind you of this simple and beautiful truth because, as you grow your business and expand your work, I invite you to always ask yourself "does this step I'm about to take create value for others?"

I also want to remind you of this idea because there are many who think that business is about sleazy selling or that selling is about taking money from customers. And as a result, they're apprehensive to sell their products.

But that’s not what [good] business is really about.

My son rode his scooter to school this morning because somebody created that product and then thankfully asked me to buy it. I attended a paid seminar this weekend because somebody thankfully decided to share their knowledge with others. Last night I found an easier way to meditate because somebody created an app with white noise sounds and then thankfully advertised it on the internet. There are examples like these all around us.

Our lives are better today than they’ve ever been because somebody, some time, understood that business is about benefiting others. And then, they created something that they can joyfully sell to others.

Mihaela Akers
It's the process that matters

My grandparents had a dog. He was the cutest, happiest puppy I’d ever met. I was a child, he was a puppy and together we got along well. I remember one sunny afternoon. I was sitting in the shade and the puppy was resting on the ground near my feet. Then, he got up and started chasing his tail in circles, and circles and circles, until he got tired and, with a satisfied look on his face, settled down for a nap. He accomplished his goal.

We all have goals.

More sales, more customers. Better customers. A better business. A sunnier office. More freedom. More fulfillment. There will always be another goal. We will always want more or different, because that’s what life is all about. Wanting and fulfilling.

Goals are beautiful, and goals do lead the way. We want our goals to happen, so we think about them a lot.

But it’s the process to get our goals accomplished that truly matters. It’s the process that changes us and has the most profound impact on us, not the achievement of the goals. It’s the process that occupies most of our living time.

If the process is what truly matters, shouldn’t we enjoy it a little bit more?

My grandparents’ puppy wasn’t just chasing his tail. He was chasing the fun of running around and around and around. He wanted to experience the process of running after his tail, and he did so with playfulness, exhilaration and surrender. Because it was the process that mattered to him, not the tail.

We’re programmed to think that the excitement will come only when we get to the destination. I’ll stop fretting when I get this done. I’ll be happy when I finish my product. I’ll be happy when I get my first 5000 customers. I’ll be happy when I finish my book.

But why not make the process as exciting as attaining the goals? Why wait until it’s all done? Why did I worry so much along the way, most of us think when we reach a milestone. Why didn’t I enjoy it a little more, we wonder with regret.

Like a puppy running after his tail, we too can revel in the experience of chasing our goals.

That book you want to write? It’s the process that matters. Enjoy it all, from allowing the idea to visit with you, to editing it, to sharing your book with the world.

That business you want more customers for? It’s the process that matters. Enjoy it all, from creating something meaningful to sell for money, to putting it in front of people, to saying thank you to the customers who buy it.

I invite you to fall in love with the process. Whatever you’re working on right now, whatever you want, whatever you want to change or whatever you want to become - it’s a process and it wants to dance with you. A jazzy, fluid and beautiful process.