The Serving Mindset: Stop Selling and Grow Your Business

by Brock Farnoosh

Overview

What if you could stop selling altogether and grow your profits? With The Serving Mindset, you’ll learn how to serve, elevate your business success, and feel great about it!

Targeted to business owners and entrepreneurs who are very good at what they do but feel guilt and shame around selling and sales and therefore limit their own success and overall possibilities, The Serving Mindset: Stop Selling and Grow Your Business positions selling as serving and takes readers through the process of why and how to acquire this “serving mindset” and put it into practice.

For readers who hate sales, The Serving Mindset will help you diagnose the source of the issue, understand how your mindset affects your sales directly, and discover a fresh approach to selling as serving—an essential lesson for enabling any business to explore maximum levels of prosperity.

Using case studies as well as the experience of the author and that of her professional-coaching clients, The Serving Mindset is sure to change how readers view selling, serving, and growing. The powerful insights and applications in this book are game-changers for every business owner and entrepreneur who wants to attract and secure ideal customers and premium clients while maintaining integrity to his or her own core values.

Product Details

ISBN-13:	9781510741966
Publisher:	Skyhorse
Publication date:	11/06/2018
Sold by:	SIMON & SCHUSTER
Format:	eBook
Pages:	208
File size:	565 KB

About the Author

Farnoosh Brock left her successful career at a Fortune 100 technology corporation to start her own company, Prolific Living Inc., to pursue her life’s work through writing, creating, and speaking. Her mission is to enable and empower you to achieve your highest possibilities in life through her mindsets, systems and methodologies. She’s also an expert green juicer, an Ashtanga yogini, and a devout world traveler. Brock is also the author of The Healthy Juicer’s Bible and The Healthy Smoothie Bible, both of which continue to be favorites in the juicing and smoothie community.

Table of Contents

Foreword Michael Bungay Stanier XI

Introduction: Does This Apply to You? XIII

My Story 1

The Problem is in Your Thinking 7

How Do You Think about Sales? 7

Why We Hate Sales So Much 10

But First We Have to Decide 16

The Premise of this Book 19

Can You Hear the Heartbeat of Your Business? 19

The Missing Piece 23

Mindsets and Limiting Beliefs 29

What is a Mindset? 29

Abundance vs. Scarcity 31

Guiding Principle: Your Mindset Must Enable Your Path at All Stages of Life, Not Block It 34

Doing the Mindset Work 36

What are Limiting Beliefs and Guiding Principles? 37

The Five Mindsets 40

Mindset 1 You Are Not Selling. You Are Serving. 41

Guiding Principle: Serving is Your Competitive Advantage 43

Limiting Belief One: "Sales is Sleazy. I Don't Want to Be Sleazy." 45

Limiting Belief Two: "Sales is So Hard. Sales is Such a Struggle." 49

Guiding Principle: You're Not Selling Anyway 52

Is Serving Right For You? 58

Mindset 2 Enable Your New Identity to Emerge. 61

Limiting Belief: "If I Get Good at Sales, I Won't Be Able to Stay Technical." 67

Guiding Principle: Your Expanded Identity Clears the Way to Your Profitable Business 70

Mindset 3 Care About Your Prospects and Show It. 73

Limiting Belief: "I'm Not Good with People. I'm an Introvert. I'm Shy. I'm X." 81

Guiding Principle: Infuse Your Curiosity with Empathy 86

Mindset 4 Charge Appropriately For Your Services. 97

Limiting Belief One: "If I Can't Make a Small Sale, How Can I Possibly Make a Big One? Obviously, I'm Already too Expensive." 104

Limiting Belief Two: "People Won't Pay for the Higher Price, Because They Can Get it Cheaper Elsewhere." 109

Limiting Belief Three: "Who Am I to Charge High Prices? I Feel Guilty about Charging a Lot. I Feel Shame Around Receiving Money." 116

Limiting Belief Four: "I Might Offend Them With My High Prices." 123

Guiding Principle: Insist on a Commitment that Matches the Investment. 126

Mindset 5 Address Voiced and Unvoiced Objections. 129

Limiting Belief One: "If I Don't Address it, it Will Go Away on its Own. It Will Sort Itself Out." 142

Limiting Belief Two: "It's None of My Business to Probe Into Their Budget, Their Reasoning, Their Excuses. It's Impolite to Go There." 144

Limiting Belief Three: "If They Don't Say Anything, Then They Must Not Have Any Questions or Objections." 152

Guiding Principle: Discover the Gift in Every Objection 155

Mindsets In Action 159

Guiding Principle: You Must Dismantle Your Limiting Beliefs and Start Fresh 159

The Marketing Myth and the Confidence Ladder 164

Don't Let Them Give Serving a Bad Name 170

Love Your Prospects Regardless 173

Conclusion 179

Acknowledgments 187

Editorial Reviews

Praise for Farnoosh Brock and The Serving Mindset

“As an entrepreneur or business owner, the moment you learn to love selling is the moment your business transforms. Farnoosh Brock has created a powerful handbook for selling based on the only way that has ever truly worked. No gimmicks, no tricks, just pure service. Read this book. Apply it. And watch your business transform. ”—Rich Litvin, Founder of 4PC and bestselling coauthor of The Prosperous Coach

“ The lessons here go beyond just what it means to flourish as an entrepreneur who sells. They go to the heart of what it means to live a generous, thriving life. ”—Michael Bungay Stanier, bestselling author of The Coaching Habit

“Believe in yourself, love your product, and introduce potential clients to an opportunity to make their life better. Radically different than chasing a sale, Farnoosh elegantly lays out how to elevate your business success by caring more, telling less. ”—Dan Miller, New York Times bestselling author of 48 Days to the Work You Love

“ I really wish I had read The Serving Mindset sooner. This is the type of book that makes my life better, and not just in business. ”—Andres Valdes, Diplomat, speaker, and author of Leader by Choice

“ In The Serving Mindset , Farnoosh Brock guides readers through five mindset shifts essential for a growing business leader. She makes these shifts simple to understand and easy to implement, while demonstrating the value of continuous incremental improvement in each area. In return, Farnoosh asks only that her readers have an open mind and a willingness to learn and try something new. It’s a refreshing approach to both business and life itself. ”—Dominic Germana, Founder & Chief Engineer at Impact Embedded

“ The Serving Mindset isn’t just about selling, it’s about how to view selling and business and even yourself in a whole new way that actually works. Farnoosh manages to break down so many beliefs and rebuild them with more useful ones, I found myself having a ton of ‘aha!’ moments about selling, my business, and even life in general. Selling truly is service. And it doesn’t have to be sleazy or slimy. So, unless you’re among the very few who are totally and completely comfortable selling their own work, you need to read this book. Now. ”—Melody Fletcher, Author of Deliberate Receiving

“ If you love what you do but see selling as a necessary evil, The Serving Mindset is for you. In it, Farnoosh Brock skillfully shows how a shift in your thinking can impact the degree to which you serve those you went into business to help. By reading this book, you can release self-limiting beliefs and replace a scarcity mindset with an abundance mindset to guide you to authentically stand in your power and be compensated for the transformation you bring to the people you serve.”—Merrick Rosenberg, CEO of Take Flight Learning and author of The Chameleon: Life-Changing Wisdom for Anyone Who Has a Personality or Knows Someone Who Does

" The Serving Mindset is a "must have" book for anyone in sales or coaching. Farnoosh Brock has written a book which resolves any seller's issues by removing the idea of selling from the equation, and then masterfully provides a solution that still results in sales. This is a book you will want to read, re-read, highlight, dog ear, take notes, study, memorize and recommend to all of your friends. ”—James Halsey, President, Atlantic Benefits Corp.

“ In The Serving Mindset , Farnoosh Brock provides a refreshingly honest and inspiring approach to the frustrating, misunderstood profession of sales. She simply, lovingly gives her readers an entirely new prism through which to grow their business. Farnoosh dusts off the misperception of sales as a “dirty business” and provides a new way of thinking and acting to get and keep lifetime customers. ”—Leslie E. Crisci, Principal, Spoken Success LLC

“Farnoosh shares transformational ideas that lead to a subtle but direct change in the way you feel about sales or selling. This book is full of practical questions and useful phrases to integrate serving into your professional AND personal environments. The Serving Mindset arms you with the tools and mindset to show up to each and every conversation and interaction as a true leader. ”—Dan Sawyer, Senior Director at Fidelity

“ Farnoosh extracts the timidity, fear, and lack of self-confidence business owners feel when having to “ask,” truly allowing readers to change their unsuccessful mindset and grow into a new and positive method of thinking about sales. The Serving Mindset is a must read. ”ֹ—Sharon Anita Hill, President, Sharon Hill International

“As a coach and entrepreneur, having confidence in my value and knowing how to sell myself is the lifeblood of my business. Farnoosh blends her wisdom, empathy and straight-talk to deliver a winning strategy for selling with more elegance and joy. The Serving Mindset will empower you to show up fully in your business and have people lining up to work with you. It’s the book that I wish I’d had when I started my business. ”—Michael Knouse, Founder of MSK International and creator of The Council of Visionary Business Builders

“ The Serving Mindset is a breath of fresh air and a gift to business owners and entrepreneurs. . . this brilliant book will leave you feeling empowered to take control, ready to elevate your business (and, most importantly, your clients) to a whole new level! ”—Bernadette Logue, The Daily Positive

"This is the first book I’ve encountered on mindsets that succeeds in applying them to a specific discipline that just so happens to be a struggle for many: Selling. But here's the thing: this struggle is a story you choose to believe. In The Serving Mindset , Farnoosh masterfully walks us through how to rewrite the stories we tell ourselves around selling, enabling us to grow our businesses beyond what we previously imagined. "—Jeff Brown, Creator and host of the Read to Lead Podcast

“ Farnoosh nails it when she explains the difference between the scarcity mindset and the abundance mindset and how the former makes you want to sell while the latter enables you to serve with selling as a natural outcome! I loved The Serving Mindset , and can’t wait to put it to use in my business. ”—Margalit Grunberger, ACC, ICF Certified Coach

" An entrepreneur such as myself can feel absolutely trapped in poverty by the perceived barrier of the dreaded SALES. I was trying to figure it all out when I came across Farnoosh Brock’s new book, The Serving Mindset , a roadmap to doing business the way I’d always envisioned—serving, not selling. Thank you, Farnoosh, for this lovely and powerful book. It’s exactly what I need to move my business forward with integrity and have fun doing it! "—Sally Morgan, Sally Morgan Voice

“ The Serving Mindset helps us find the "heartbeat of your business” by providing truth and tools that can be applied immediately. Enjoy and happy serving!”—Kim Nightingale, Content Strategist and Marketing Communications Specialist

" Farnoosh taught me how to sell myself effectively. Her wisdom, insight, and mentoring skills are exceptional."—Joy Sutton, Host of The Joy Sutton Show

“ A potent combination of steely confidence and heart-centered empathy that translates well in industries of all stripes. . . . Farnoosh transforms [sales] from an ick-inducing, fear-filled chasm that must be crossed to the warm beating heart of a world-changing, mission-oriented enterprise.”—Amy Simpkins, CEO of muGrid

“Farnoosh gives everything she has to help you, whether she is coaching you through a new insight or giving you business advice on how to approach selling. . . . Simply trust that at the end of your time together, you will walk away with new self-knowledge and insight about your business, as well as just feeling happier.”—Dr. Molly Leavitt, DC, Business Development Manager of OsteoStrong

“Farnoosh is a brilliant coach with a big heart and a 100% commitment to serving above all. . . . She walks her talk and articulates her ideas in a simple and practical way, and she does it by infusing fun and joy with success. ”—Jason Goldberg, author of Prison Break: Vanquish the Victim, Own Your Obstacles, and Lead Your Life and creator of The Business UNusual System

“ Farnoosh has helped me appreciate and trust my team, shed much of my self-preservation stance, and focus on our real goal, which is serving powerfully.”—Patrick Reynolds, CEO and President of CrossLink Consulting Firm

From the Publisher