Do you break out in a sweat when it comes time to make an offer?
Or do you skip the offer altogether because you don’t want to seem pushy?
I get it.
I remember my first first Discovery call. Well actually it was a discovery meeting. We met at Starbucks and I was soooooo nervous. I think our meeting lasted over 2 hours before I finally built up the courage to make my offer. She said “YES!” I was stunned. My jaw dropped. Eyes popped out. I wasn’t sure if I heard her correctly.
I’d love to say it was smooth sailing from there. But it wasn’t. I hated sales. When it came time to make an offer my voice would trail off into a high pitch song, my knees would shake and I couldn’t wait to change the subject.
It was so much different than working for a big branded company. Selling coaching services was very personal. It was selling myself. There was no brand to fall behind. No company products or other people’s services to stand behind. Just me.
I knew I needed more help so I went on a search for a script or call outline that felt good to me. I desperately wanted to find a way to feel at ease with the sales conversation.
There’s so much push in this industry, telling you that you should force someone into making a decision and push them into saying “yes”. That never felt right to me.
I’ve come to see it from a different perspective. I never pressure prospective clients with coming up with an answer right then and there if I don’t feel it’s being of service to them.
I don’t like to be pressured and I know that is a big reason people avoid sales is because they don’t want to the that pushy, sleazy used car salesman.
So what can you do in your sales conversation to seamlessly lead the right people to move forward?
10 Must Do’s to Have an Authentic Sales Conversation:
1. Get present. Be there with your prospective client and listen. Really listen. Stop thinking about what to say next and listen.
2. Ask their intention for signing up for the call. Let them tell you what they are looking for. Where are they stuck?
3. Find out what they want. Hold the space for them to dream.
4. Learn about what motivates them. Why is this so important to them?
5. Discover how important it is for them to solve their challenges now. They need to have urgency to get to an authentic “yes.”
6. Explain what you see as possible for them.
7. Ask if they resonate with what you are saying.
8. Share the dollars and cents. Then be quiet and let them speak first.
9. Handle their objections by digging down to the root cause. Help them see how they are keeping themselves stuck.
10. If they aren’t a YES just yet, schedule a follow up meeting within 48 hours and send them a follow email.
Isn’t time to feel good about sales?
When I finally got out of my own way, shifting my focus off of me and onto my prospective clients, I could see that “selling was helping.” I was able to get out of my own head and insecurities. That’s what I want for you.
How comfortable are you with the sales conversation?
Come over the my Facebook group and join the conversation. Tell me on a scale of 1-10 (1 being the lowest and 10 being the highest comfort level). Where are you right now?