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Why Selling from The Platform Can Feel Overwhelming and Weird

by Mark Silver

At the front of the room somebody is doing their pitch. They've just spent 30-50 minutes on their subject of choice , and now they're selling their system or training from the stage.

Some in the spectators are swooning, credit cards out. Others are despondent, knowing they cannot buy in. Still others have a disgusted look on their face.

I've been at many of those types of pitches over time and even delivered them myself a time or two. I just lately gained an understanding into why they frequently feel so gross and the way to make them more ethical.

At just about any event you've got a tribe gathered. Meaning folk who feel a bit like they belong to a group. If the event is done well, there can be a potent sense of community made, where people experience a high of close contact and belonging that may not be present in their day to day life.

This sense of community and belonging is more dynamic at events that focus on transformational, non secular, or cause-related work.

These are possibly dangerous waters for any business. Belonging is a core human need, and it is so lacking in much of current culture that it can overload folks. When you make a pitch from the front of the room, it affects people strongly.So strongly that it's impossible for many folks to make an individual choice based on their own heart. Rather, groupthink is a tide that may sweep away their sense of groundedness, regardless of how pure the seller's plan.

Selling into a crowd is a basically different dynamic than having the same conversation one to one.

Imagine this:

A respected, treasured teacher is at the front of the room. It's cost every person hundreds, or even thousands, of dollars to be there between tuition, travel, lodging and food. There's a glow, and nearly everyone?s been pretty darn happy with the event so far.

The exercises, the teachings, the hanging out in each other's presence has woven folks together. This happens on the character level, where folks just like each other and desire to be close to; folks eat meals together. It's a hard decision simply to take space for yourself to rest, as it can feel so good hanging out.

It also happens on an active level where hearts become woven together. There's a group heart that emerges in an event. Everyone becomes emotional or spiritual family to a certain degree or another.When the pitch comes from a presenter, it's not just a simple choice of whether to buy or not. The pitch represents a track, and the leader is traveling that way.

For everyone in the room, the choice of purchasing the programme or not is actually to some degree a call of whether you are going to belong to the group or not. People who are less vulnerable to this are those who actually have a strong sense of belonging with the leader or some place else. For instance: long term clients who've enough of a personal relationship with the presenter that they know their sense of belonging isn't in peril; peers of the presenter, people who have their own communities, know that their sense of belonging and connection to the presenter exists at a different level; visitors to the community, people who have a strong sense of belonging to another community or family, whose need to belong was not high when they came to the event.

There are folks who have got a personality with a strong defiant or independent streak who might be cranky about the pitch, so will often not buy.

If the presenter has done a good job connecting with their right folk, the room is going to be full primarily of folks who belong to their community, and many less of the exceptions I list above.You can see the problem, can't you? For someone in the room, it should be hard to show how much of their call to buy into the pitch is coming from a genuine sense of Divine steerage, a personality sense of Yep, I could truly use that. ? Or being moved by the tide of group energy, "I actually need to continue belonging!?"

This is commonly magnified in these scenarios when people square up to announce their decision to buy and frame it as a selection of commitment and courage. This is completely correct, yet if the group ends up applauding, it reads in the group as "Buy, and you receive approval and belonging."

This dynamic is well-known in the seminar field and is sometimes used manipulatively to drive greater sales at events. Unpleasant! Many individuals avoid or are uncomfortable making pitches into a group for this actual reason.

If you are not conscious of this dynamic, even if you go to great lengths to. Make it O.K for participators to make a choice from their own hearts, folks can still finish up manipulated by the group energy.

Regardless of how strongly you stress individual choice, if you don't address the dynamic of the group energy, it's going to be an invisible tide sweeping folk along. Because it's invisible, someone can assume that they are coming to a decision for themselves, and yet like swimming in a tide, they can finish up somewhere some distance from where they would have ended up without the tide's influence.

Your offer is still coming from your heart as a method to serve. Don?t let your understanding of the group dynamic stop you from offering. Just take some time to recognize the dynamic and work with it. The folks that do buy will be the right ones for you, and those who don't will stick around longer.



Mark Silver is a <a href="http://www.heartofbusiness.com">spiritual business</a> teacher who mentors microbusiness and spiritual business owners to help them build sound companies without sacrificing their spirituality or heart. Join his commended and widely read newsletter at <a href="http://www.heartofbusiness.com/selling-from-the-heart">selling from the heart</a>.

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New Unique Article!

Title: Why Selling from The Platform Can Feel Overwhelming and Weird
Author: Mark Silver
Email: dirasu.81969.0@articlesamurai.com
Keywords: selling from the heart,selling into a crowd,spiritual business,spiritual selling,selling from the stage
Word Count: 969
Category: Sales
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