There are people who, when they walk into a room, they add energy to it. And there are people who, when they enter a room, take energy from it.

There’s a reason sayings like “Debbie downer,” “negative Nelly,” “ray of sunshine,” “breath of fresh air” exist in reference to people. We are signaling machines. Always sending a signal, or energy out into the world that determines what we get back.

This also applies to sales.

In my career I’ve witnessed 3 types of ‘sales signals’ that coaches and other experts most commonly put out.

The Scarcity Signal—this is energy you’re putting out into the world that says, I need you more than you need me. It’s needy, clingy energy. Maybe you’ve dated someone like this…you tell them it’s not a good fit, and they text, call, or ask you out again anyway.

The Salesy Signal—this is energy that doesn’t take NO for an answer. You’re outcome oriented which means you often miss what’s in the room—like the elephants that your potential clients need you to address so they can relax and trust you. This way of selling has created sales PTSD among coaches.

The ‘Here to Serve’ Signal—this is the signal that says…I’m here to help, I’m here for you. You don’t hold anything back, you serve. This is your only agenda, which makes you confident, because you have nothing to prove. You operate from a place of high commitment, low attachment. When people leave a conversation with you, they feel immense gratitude. And they talk to others about you.

The 3 Sales Signals…which one are you putting out the majority of the time?

Which one do you commit to putting out the majority of the time 90 days from now?

Food for thought.