As I have written recently, there has been a shift in the marketplace. In the 20th Century marketplace sales people talked about “closing deals” at best. At worst they talked about “shooting their prospects down like they were ducks in a shooting gallery”. This is not exactly a metaphor we should be living into as we evolve as a culture–and not a metaphor the leading edge of the marketplace will any longer support in the profit centers of the global marketplace, or the Functioning Core, as Dr. Thomas Barnett would say.

I actually had a CEO [my boss] one time tell me that I should “pound their door down” to get a meeting. While people who watch me walk often ask if I was a football player, I responded: “how ’bout I dance my way through it?” He barked back: “I don’t care how you do it, just get the client!”

That CEO had a team of incredibly skilled top producers from other organizations. All of us were highly developed and into personal development as a lifestyle. Some of us had already led courses–even though we were barely 30 years old. We all left for other endeavors as a result of his management style. Not long after the company was in disarray and its assets and database had to be liquidated. That process only took two years once he had assumed control and had the sales team report directly to him.

Welcome to the 21st Century Marketplace. Evolve and come from a foundation of support and contribution, or wither away.

I have even recently heard sales trainers speak of manipulating your clients or “hypnotic” sales and other language that speaks of your treating prospects and clients as if they were objects, rather than a trusted adviser and powerful guide in improving their life, department, results, etc. Rather than a guide in assisting them in making their own dreams a reality. This subject-object way of relating to people is old thinking and it is sales for the last century.

I talked at length in the prologue about this shift in the marketplace–as well as the foundation you need to come from to be at the forefront of sales professionals and the evolving 21st Century Marketplace. Be sure you have listened to that prologue to get the most from the Evolutionary Sales podcasts. You may even considering listening to it over and over again.

In Episode 1 and 2, I talk about your emotional foundation and give you powerful tools that have been developed over the last 30 plus years to rapidly shift your emotional state to be of service to your clients and prospects. Not that your life still will not have ups and downs–it will–but you will be able to more rapidly move through them. Move through them more rapidly than many people even think possible.

And for what purpose?

Obviously, so you can produce greater results. But for what purpose? And what is “Evolutionary Sales”? Evolutionary Sales is defined as such: “inspiring another toward their vision of what is possible, and using advanced tools to leverage them beyond their limitations”. Once you are in service of a vision of what is possible with your product or service that comes from their own mouth, it then becomes your duty to leverage them beyond their limitations. That, my friends, is Evolutionary Sales.

This foundation allows you to use some of the most influential linguistic and interpersonal dynamic skills currently available while still being of service to them–and they will feel, see, hear, smell, and taste the difference. At least for now. I envision a time in the not-so-distant future when truly effective sales professionals and trusted advisers will need to be capable of truly trans-personal states. But that is another story for another time.

Why should you care? You may already be very good at motivating and influencing people such that you prosper well. The reason you shoul care is if you are already good, you will inherently be involved in improving, developing, and yes, evolving your self. But even beyond that, you will feel more fulfilled and frankly happier if come form the deeper structure of the Evolutionary Sales Process.

That is the purpose. To have a more fulfilling experience for yourself and provide a more fulfilling experience for your clients and prospects. Move from success to signifigance. Move from subject-object thinking to relational thinking. Move from the 20th Century Marketplace to the 21st Century Marketplace.

Want to start now? Subscribe to these podcasts. Don’t want to wait a year to get all the information? Buy Evolutionary Sales now and own the whole system as well as an opportunity to have me coach you directly on how to integrate it into your daily sales practices. Whether your challenge is how to be comfortable on the phone or how to increase your opening [used to be close] ratio, I would be honored to be your Guide.

Welcome to the 21st Century Marketplace.

There has been a shift afoot in the marketplace for decades. A shift that is approaching critical mass. Consumers of products and services have so much choice and so much access to information that they are now free to choose those providers who most suit their preferences.

This…is good. It creates competition and depth like never before.

What is also becoming apparent is that people are no longer interested in disconnected and uncaring service and product providers. They want people to care for them, connect with them, and demonstrate that you care for their needs, wants, and desires over your desires for monetary gain. And the truth is, if you help enough people get what they want and need, you will eventually have more than you could ever want.

What is required in the 21st Century Marketplace is to come from a foundation of service, contribution, and yes, perhaps even Purpose. A life or spiritual purpose. Nothing religious, mind you–and you do not necessarily even want to share this foundation or purpose with your prospects or clients explicitly or verbally–just behaviorally. They will sense it. They will “feel it” if you will. If you do not, they may choose someone over you even though your product or service looks better on paper–and it will be a result of your failure to take on the 21st Century Marketplace Mindset; your failure to adjust to the modern requirements of the marketplace.

One thing is for sure: If you want to thrive in the 21st Century Marketplace, and not just survive, you will want to be sure to actively mine your own depths for the reason and deeper purpose behind the work you do and the benefits of the products you offer. You will need to understand the deeper values being tapped by your clients and prospects as they interact with their business–both so you can understand them deeper as well as assist them in bringing those values into realization in their lives.

The sites for the Evolutionary Companies, Coaching the Life Coach and Evolutionary Sales, will be grounded in this philosophy. A philosophy of combining the best of the East and their spiritual traditions of service and contribution as well as the best of the West: freedom, free market capitalism, entrepreneurship, agility, and technology.

This is your nexus.

There need be no division between money and purpose. Between fulfillment and business. If you feel hesitancy or guilt around money–this integration is the antidote. If you feel like you are not living as fulfilling a life as you could as you engage in your quest for prosperity–this integration is the antidote.

Coaching the Life Coach and Evolutionary Sales are about bringing you hard-cast nuts and bolts to build your business and become more effective with the people in front of you–through communication skills, technology, and specific and tangible steps to allow you to create explosive results. However all of that will less effective without the 21st Century Marketplace Mindset: a foundation of contribution, service, and a lack of any attachment to “closing that deal” if it serves you more than your client. The 21st Century Marketplace is about opening relationships and within that closing deals to be mutually beneficial.

I thank you for allowing me to be your Guide in the 21st Century Marketplace.