On the opposite end, nothing feels worse than when you're speaking with an ideal client and they say “No thanks” or “Let me speak to my spouse” instead of giving you an immediate “YES” to your offer.
For as long as you're in business, having sales conversations is going to be part of your job requirement. There's really just no getting around them because in order to have more clients you must have a sales conversation.
I can't tell you how many clients I've had that have been deathly afraid of having a sales conversation. The thought of actually doing them makes them want to get sick.
And they think thoughts like…
- What if I'm not prepared?
- What if they don't like my offer?
- What if they say “No”?
- What if I can't get another sales conversation with anyone else?
There is so much tied to a sales conversation, that's why many entrepreneurs get completely freaked out about doing them.
But a sales conversation doesn't have to be anything more than having a conversation about whether or not your offer and the work you offer is right for that individual.
It doesn't have to be “salesy” it just needs to be an open conversation, a dialogue about how your work can solve their problem and support them.
Now I've been in sales for over 25 years and the main reason I've been so successful is because I've always followed these four keys:
Key #1: Come from a place of service (not sales)
Now this may sound counter intuitive but it's really important. The more you push yourself on someone the less they will feel like they came to the decision on their own.
A sales conversation needs to be about uncovering your prospect's challenge and helping them see why you're the person to help them resolve their problem.
It's about showing them you can help and that your services can provide the support they need.
It's about being confident in your work and confident in your ability to help them.
The more confident you are in what you do and what you offer, the more you will be seen as a valuable resource and less of a sales person.
I like to think of it this way. I'm hosting a live event, Talk & Profit LIVE! this October 22-23, 2015. I'm speaking to potential attendees every day by making phone calls and inviting them to attend.
Because I know my event is going to provide the 6-figure freedom based business blueprint I used to go from fledgling business owner to financially secure, I'm confident that for every coach, consultant or service-based entrepreneur who attends my event they will find it worth every second of their time and money.
So when I approach my sales conversations about attending my event I come from a place of service knowing that I will give over the top amazing value.
And that's exactly what you need to do when you have your sales conversations.
Key #2: Detach yourself from the outcome
Again this may seem strange, especially because you're trying to close a sale. But your sales conversations will become more successful when you think less about them becoming a client and simply having a genuine conversation with them.
Don't think that about how hard it might have been to get this conversation. Think about the fact that you got this conversation. That someone is interested in what you offer and that there are more prospects in the wings. It's just one conversation, there will be more.
Remember, it's not about you – it's about your solution and whether or not it's right for them.
Key #3: Don't make it all about the sale (create VALUE)
Of course your sales conversation should be about whether or not what you offer is what they need but if you go straight into selling you're going to lose the sale.
Before you start selling you must offer value.
After you've had the chance to learn about your prospective client you want to give them information about what they need to change or do. (Remember, hiring you is when they get the “how”).
Don't just tell them that you have a program or package that can solve their issue. Tell them what needs to be done.
For example, when I'm speaking to a prospective client who needs to start attracting more clients and grow their business I will tell them that I have a system I've used and teach my clients that's allowed me to attract all the clients I want online. I then explain that in order for them to start attracting more clients they need to use a three pronged approach – building their referral network, speaking (online and offline) and hosting workshops and events.
See how I'm doing this? I'm sharing the solution. Giving helpful information and then letting them see that I'm the person that can assist them.
So the formula is: VALUE 1St – SELL 2nd
Key #4: Make them the RIGHT offer (and it can be High-End)
This is one of the major reasons sales conversations don't sell. Too many times I've seen entrepreneurs offer a service that isn't right for their prospect.
Think of it this way, just like you can't sell ice to an Eskimo, you can't sell something to someone that doesn't have the features they want or need.
As soon as I started packaging my services and creating programs they wanted to buy, my sales conversation close ratio increased.
The key to this key is knowing what your clients want and when you do you can offer a package at any price.
So think about it – how nice would it be to have sales conversations that close? How nice would it be to offer High-Ticket Packages and Programs ($2,000-$10,000 or more) and have them sell?
Well you can! You just need to start following these keys and relax!
And if you're wondering how you can improve your sales conversations and start offering packages and programs that sell, join me for Talk & Profit LIVE! on October 22-23 where I'll teach you exactly how you can! Click the image below to learn more and secure one of the 40 remaining seats for the Early Bird Rate (before it goes up September 30th)
Your Turn: Now I'd love to hear from you…what do you find most challenging about having sales conversations? Let me know in the comments below!