In the latest episode of the Brain Soul Success Show, I had the pleasure of speaking with Nancy Zare, Ph.D., a sales expert and creator of the AlikeAbility System™. Nancy is known as the “Sales and LinkedIn Whisperer” for her ability to teach heart-centered professionals how to connect authentically and transform prospects into clients.
If you’ve ever felt uneasy about selling or wondered how to build genuine relationships with potential clients, this conversation is filled with practical tips and strategies to help you succeed.
Why Authentic Connections Make Sales Easier
Many heart-centered professionals feel uncomfortable with the idea of selling because they associate it with being pushy, aggressive, or “salesy.” However, Nancy Zare’s experience reveals that sales don’t have to be about hard-selling tactics or convincing people to buy something they don’t need. Instead, it’s about creating authentic connections where both parties feel aligned and understood.
Nancy’s journey into the world of sales started with a realization that traditional sales methods didn’t fit her personality or values. She, like many others, felt uncomfortable with the stereotypical image of a salesperson. Instead of conforming to the pressure-driven tactics that make people feel uneasy, she developed the AlikeAbility™ System—a method that emphasizes building trust, rapport, and mutual respect.
By focusing on making your prospects feel seen and understood, you naturally reduce the resistance they might have towards engaging with you. When people feel a genuine connection, they are more likely to open up, listen, and consider what you have to offer. This approach transforms sales from a stressful transaction into a meaningful conversation, ultimately leading to more clients who are excited to work with you.
What is the AlikeAbility™ System?
The AlikeAbility™ System is not about popularity or trying to get everyone to like you. Instead, it’s about helping your prospects feel understood and connected to you. When people feel that they are alike, magical things happen:
- Trust builds more quickly. People relax and feel more comfortable when they sense a connection.
- Sales resistance drops away. Most people are guarded in sales situations, but when they feel understood, they lower their defenses.
- The door to doing business opens naturally. Genuine relationships are formed, making it easier to convert prospects into clients.
How to Apply the AlikeAbility System™ in Your Business
Nancy shared several nuggets of wisdom to help you get started with her system:
- Embrace the Platinum Rule: Go beyond the Golden Rule of treating others as you want to be treated. Instead, treat others the way they want to be treated. This shift requires understanding your prospects’ personality styles and communicating in a way that resonates with them.
- Read Personality Styles Quickly: You don’t have to be an expert or an intuitive to pick up on cues. By observing simple details like clothing, colors, and social media behavior, you can identify your prospect’s personality style and tailor your approach to connect authentically.
- Use the “No Formula”: Learn how to turn a “no” into a future opportunity. Nancy’s formula has been shown to convert 85% of no’s into yeses by maintaining the relationship and continuing the conversation.
Success Story: Turning a No into a Yes
One of Nancy’s clients, June, had been ghosted by a prospect after sending a proposal. With Nancy’s guidance, June used the AlikeAbility™ approach to reconnect with the prospect by sending a warm, non-salesy message that emphasized the value of their relationship over the transaction. The prospect responded almost immediately, and they eventually became business partners. This story highlights the power of understanding your prospect’s style and responding in a way that feels authentic and aligned.
Get to Know Nancy’s Books
Nancy’s expertise is also available in her books, including Compelling Selling on Amazon and Stop Selling, Start Relating on Audible. These resources dive deeper into her proven strategies for building trust, creating genuine connections, and increasing sales.
Final Thoughts: Get Out of Your Brain, Get Into Your Heart
Nancy’s advice for anyone looking to improve their sales skills? “Get out of your brain and get into your heart.” It’s a simple yet profound reminder that at the core of every sales interaction is a human connection. By focusing on understanding and empathy, you can build relationships that naturally lead to business success.
If you’re ready to transform your sales approach, listen to the full episode of the Brain Soul Success Show with Nancy Zare, Ph.D., and start turning more prospects into clients today!
We hope you find this episode as enlightening and inspiring as we did. Don’t forget to subscribe to the Brain Soul Success Show for more insightful conversations and tips on personal and professional growth.
