Sales Game-Changer #1: Control the Conversation
In order for an enlightening conversation to take place, it is essential that you control the flow of the conversation. How do you do that? By asking powerful questions that help both your potential client as well as you to have clarity around what they want, what is in the way of that, and what they need to solve the problem and close the gap between where they are and where they want to be.
If you are not in control of the conversation, the likelihood that the potential client will enroll with you to help them get their desired result goes way down.
Sales Game-Changer #2: Stop “Selling” and Start Listening
We’ve all been there. You’re on the other end of a sales call being “sold to” by an over-eager salesperson who needs to up their quota.
It’s gross and a total turn-off, and can make you feel like you need to take a shower after the call!
This is how sales got a bad name. And its also not very effective.
When I am on a sales call with a potential client, sometimes we don’t even talk about my programs and offer. I ask very specific questions and then listen carefully and deeply to what the potential client is sharing. If certain criteria aren’t met, I don’t even make an offer or talk about my programs.
Talking about your offer should be the very last thing that comes up, and only in certain circumstances. The conversation is really about creating clarity and understan
Sales Game-Changer #3: Shift Your Sales Mindset
Many coaches have their own baggage around sales. As I mentioned in the previous paragraphs, we’ve all been on the other side of sales conversations that felt sleazy or pushy. As a heart-centered entrepreneur, the last thing we want is to put someone in that position or be perceived in that way.
The problem is that in your effort to avoid appearing “pushy” or “salesy”, you don’t show up as a confident leader because you’re focused on the wrong things.
When you are trying to avoid appearing in a negative light, you are focusing on YOU rather than on your potential client and their needs. This will not lead the potential client to lean in to your offering.
To solve this, it is essential that you examine your own mindset around sales and identify where you have limiting or negative beliefs. And then you’ll want to shift any negative sales beliefs to empowering beliefs.
This step is absolutely crucial, and it took me from hating and fearing the sales conversation (because of how I perceived it) to loving it! Whether or not someone chooses to work with me, I cherish the opportunity to connect with someone in this way and help them gain clarity on their situation and the path forward, which is the purpose of an empowered sales conversation.
When you take control of the sales conversation, sell less and listen more, and embody a positive, empowering sales mindset, you create trust with your potential buyer, step more fully into your leadership, and will be much less likely to allow self-sabotage to get in the way, upping your sales success in real measurable ways.
Sales is the lifeblood of a business. If you aren’t making sales, you don’t have a business!
I hope these tips help you see where you can make some adjustments in your mindset and tactics around sales so you can help more people and make a bigger impact doing the work that you’re passionate about.
Love,
Jill
P.S. Are you struggling to attract enough ideal soul mate clients? Let’s figure out what’s going on for you in a Soul-Led Business Breakthrough Session. Schedule your complimentary session here: https://ishinewealth.com/
