 So in this video, I want to talk about how to have a conversation with a potential client. So the way we were typically taught for sales conversations is some version of the Pain Island Pleasure Island methodology basically Your potential client is currently in pain Right in in the way that your business can help them solve and Then they have a dream to have a different life a different situation With whatever your business helps them solve. We call that the Pleasure Island right now they're in pain they've got the symptoms that your business can help with and They dream of the Pleasure Island that the destination that your business can help them get to and In the sales conversation, you're basically supposed to Help them see that your business is the boat between Pain Island and Pleasure Island You are the boat so therefore they must sign up with you Get on your boat, you know go from pain a Pleasure Island Now that actually that frame was actually just fine That that framework is essentially what transformation is about right? It's having dissatisfaction with a current reality and and then doing something different to create a new reality That's just a journey. That's the hero, you know, that's the hero's journey, for example So there's nothing wrong with the Pain Pleasure Island conversation And I actually like the way that my friend tad hard grave marketing for hip-heast calm He teaches it in terms of it's about diagnosis It's about can you Explain accurately what they're feeling not to You know Make them feel it more right, but to just say am I am I am I getting clear that you have pain in your knee there or whatever? You know, all right Diagnosing I mean it doesn't have to be just about health and in physical pain It can be for example if I'm diagnosing a client's problems like okay, so you think that you Want to get clients without having to do marketing? So the problem is not the marketing itself I might say the problem is your perspective about Marketing and how it's been pushy is that great, right? So so so diagnosing is what you as the service provider as the business as the expert Can do skillfully about their symptoms and that's great because then if you can correctly diagnose to say okay You're feeling this way and it's because of this reason the root cause the you know the the foundation That isn't correct. That's why you you create these symptoms, right? That's and then I can help you get to here because that's what I've been working with people on This is what my modality is about and I think that's fine the way that Tad already teaches is brilliant What I don't like is how some other sales experts I've seen teach it which is to use this whole pain and pleasure island thing as a way of Emotional manipulation So the way they typically teach it is You talk with the client to Help get them feeling that pain again Right make them feel bad again by describing and it's like well Isn't it terrible or asking them a question so they described their trauma again and the and then how how dissatisfied they are with the current situation so that They can get into a place of almost desperation Right to say I got to get out of this I got it, you know and the the typical and not just the typical sales experts, but I would say even a lot of conscious You know success conscious business conscious You know marketers supposedly conscious and heart based are basically taking the traditional Sales method and labeling it as conscious So they say well, we're helping them feel the pain in service to their transformation and they use that kind of language But it's really if you look back. It's oh, we're actually Our priority is in getting them to do what we want them to do in getting them to buy So that we can have the security and the profit and etc. Etc. Yeah, we don't want to say that We're saying that it's in service to them, right? So You do that first, right the typical sales you get them to feel the pain and then you get them to dream about well What's possible and then this the talking about Pleasure Island is where? You can easily get into hype you can easily start promising things that Because you're in the moment you're talking about what's possible, right? Even if most of your clients haven't or most of the people you haven't worked with haven't received these these Fantastical benefits that you're in the moment telling about what's possible here And so you've made them feel really bad and then you've set up a fantasy That most of the people you work with haven't been able to achieve and then I said we'll see I can my business That's what it's designed to let me tell you my modalities designed to help you get from Pain to pleasure like that would that we've described here and then so you talked about your the miracle of your business and Then the it's funny. I my wife is learning swimming right now She literally one of the methods that she came across is literally called the miracle method of swimming And I just we just had a good laugh Miracle method so so businesses that are kind of doing this kind of thing can easily hype themselves up Not not that they're trying to deceive but that they're just so in the moment that of the priority of getting the sale Right that that it becomes a game for them to just try to get the sale And so let me continue right part one get them to feel bad part two Hype up the possible, you know, and this is not just in the conversation This is in a whole launch sequence in a web page. You've seen the internet marketers do it Get you to feel bad get you to hype typed up about what's possible and talk about why their solution your program You know product services is such a miracle thing of getting from from one place to one place And then that's part three and then part four is To overcome objections right to say well, you know, you might be thinking that this is not impossible because of this Well, let me tell you a story of again a very unlikely story of one of their very very few clients they've worked with who happened to achieve something amazing or Are you know answering objections to to your thoughts of why it couldn't work for you or why? You know, you know, what if this doesn't happen or whatever? Okay objections is part four pain pleasure The you know your business as the boat from one island to the other and then objections clearing and This demolition and then finally the fifth one is scarcity Now if you buy now right here on this video if you buy right here on this video You're gonna get 40% off and you're going to get this amazing bonus that expires after you close this video Okay, I know how to do this because I used to do this myself That's how I was taught. That's how I thought I had to do it. I was doing it in service team I'm doing it in service to you. I'm not trying to manipulate you I'm trying to do what's good for you. I know what's better for you and this these tactics are get you from your lazy Sit on the couch to God finally takes some action get you from your your fearful state of you know Oh, I'm so scared. I'm so insecure. No, no, I want you to I want you to take action I want you to be empowered in that So this is all the rationalizations of a conscious Marketer right which is it's it's playing the game of getting you to do what I want you to do and so essentially I'm putting all this I'm bringing all this to light because Conscious marketers aren't realizing what they're doing because that's what they've been taught and so they just perpetuate this dynamic of power over their potential client power over others if I can use persuasion tactics in service of transformation and service of my mission and the service of your well-being then I Can get you to do what's good for you But if we step back and look at the timeless wisdom of what is true transformation We come to see that it's not my power over you It's your power over yourself. I Need to give you the space to Make your own choices To take responsibility for your life Even if it means My observing you make mistakes Right That is true. Love right that is true caring not I think you're gonna make mistakes I'm gonna just tell you everything you should be doing and I want you to make you I want to make you using certain manipulation tactics make you do it You have become therefore in that situation a Lemon you've become a puppet you haven't become yourself. You haven't become empowered within your yourself and as any Loving parent, I'm not a parent But as I've read about good parenting, you know, you need to allow the child to make mistakes, right and Be there for them when they do and again This is not necessarily a parent-child relationship and even more so when you're working with adults as potential clients You give me even more power for them to decide. This is why I'm so hands-off in my marketing This is why I am Doing everything I can to be as as The least pushy that I can Because if I step back and you decide that you want to change Transform in the way that I might be able to help you. I Want you to pursue me Not the other way around and this is how most sales is done is we're pursuing our potential client We're persuading them. We're getting more, you know, getting in front of their face more often with you know Whatever marketing tactics to show up so so many times in a way. That's like why I've got to you know so so Let me let me end this conversation here and this video by giving you a more authentic way of doing it a more authentic framework and I'll have more details in the notes of the video if you want to read the actual article that comes with this The authentic framework for selling is essentially connection service and Invitation okay, so rather than Persuasion and you know and manipulation and power over others We are diagnosing we are connecting and we are serving them in The pace that they are willing to be served Okay, so in a sales conversation, I Wouldn't you know try to make the person feel bad and type up what I could help them with and then overcome objections and use scarcity Because again, that would be like Working too hard right to power over someone instead my com my sales conversations are about 25 to 30 minutes and In the first 10 minutes or so I'm working on connecting To really say oh so tell me more about what you're going through so I can understand not to make you feel bad But so I can be clear. I know where you're at with things. What's really going on? And then I will mirror back to so my getting correct that you're seeing this happening Okay, all right got it and is it true that you're also feeling this way. Oh, oh you're not oh, okay Tell me more so I'm connecting try to figure out what it is that they're really going through so that I can feed It's not making them feel bad. It's making me feel with them. It's empathy. It's creating my own empathy That's what the first part of the conversations for the second part of the conversations me serving them for the next 20 minutes or You know for the next 15 minutes or 15 to 20 minutes. Basically I am giving them a sample of what I do with my clients. I'm saying, okay, so now that I kind of have an understanding of where you're at Why don't we try something? Why don't we try this exercise to try to solve this problem? Let's do some writing or let's do some thinking. Let's do some brainstorming. Have you tried this before? Have you and that's what I do as a coach as a consultant For if you are a healer you might say well Can I give you an example of what I might do with clients in terms of let's do a sample Selection of healing or whatever whatever it is you do or consulting you're showing them on the screen how to do something How whatever it is you do Give them a sample in in service to them knowing that they may or may not ever work with you again But I you want to help them as much as you can in the short time that you have and finally in the final five minutes I switched to saying hey our conversations almost over we're coming up on time Is there any do you have any questions about how I work with clients? That's it. That's that's all I say I don't go well Let me tell you about how great my my I am and my program and let me tell you these five case studies about no Do you have any questions about how I work with clients and if they're eager if they're like I work with George Yeah, so so so when we start or how much is how much is the cost or whatever you see Then you could just start to answer questions in service to them to help them get clarity about whether this is the right fit Whether you feel it's right fit, too And if you feel it's really the right fit say I'd love to work with you It's there and then you invite them to them and say hey now so if you want to work I you seem like you're really eager The next step if you want to take next step would be let's schedule our first call so something like that So anyway, I want to end this video now and I hope this has been helpful Any questions you have about this process, please feel free to comment below and there are again more Thoughts in the notes of the video if you want to read the article itself blessings and I wish you honest and Fulfilling conversations with potential clients be well