Women business owners tell me all the time that the thing they hate doing the most in their business is having sales conversations.
One client even told me that as soon as she makes more money in her business, her first hire is going to be a sales person to handle all of her conversations.
“Not so fast!” I told her, “If you want to make more money in your business, YOU must get better at selling first!”
Whether you realize it or not, you're selling constantly.
- You sell in your Elevator Pitch.
- You sell online.
- You sell in your emails.
- You sell in all of your marketing.
- You sell when you're trying to get a speaking engagement.
- You sell when you're trying to get a client.
As a coach or client-based business owner, your job is to sell.
Don't consider outsourcing sales until you can sell.
We can talk about all the ways you need to be selling, but today I'd like to break down how to get better at closing your sales conversations.
First let me take you to an interaction with a client from last month. She came to a session wanting my help with her sales conversations.
She pulled out the offer design template she'd used from my Accelerate Coaching Program and showed me the new high-end program she'd created. A really juicy $10,000 12- month program.
I asked her to sell it to me.
When she was done I told her I didn't want to buy it.
Silence. Then a gasp. Then a, “Why if you're pretending to be my ideal client and I designed this program for you, why don't you want to buy it?” she asked.
- She didn't give me a compelling reason why I should.
- She didn't sell me on the value of investing in her program.
- She didn't give me any sense of urgency – as in, I didn't see a need to buy right then and there.
Bottom line, she couldn't sell me.
Now here's the kicker, remember how I told you that she had created an outstanding program?
The problem had nothing to do with the design – it had everything to do with her getting me to see why I should buy the program – it was all about the sale.
There are usually a few reasons why business owners have a hard time selling on a sales conversation:
- The Offer: What you designed isn't what your potential client wants.
- The Value: The program is what they want, but you can't show them the value in buying it.
- The Objections: You don't know what to say and how to overcome their objections.
- The Benefits: You haven't properly shown them all the benefits they'll receive when they join.
- The Lack of Practice: You simply haven't practiced having sales conversations enough.
I've been having sales conversations for over 23 years – I can tell you that when I first started I wasn't that great at them. But the more you do them, the better you'll get.
If you're having a hard time selling your offers, figure out which of the above may be getting in the way. The sooner you get to the bottom of it, the sooner you'll get more clients.
Comment below. How do you feel about having sales conversations? Love 'em? Hate 'em? Wish you could delegate 'em?
PS:…What if you could be bringing in an additional $10,000-$15,000 per month in your business by learning how to design and sell high-end programs your ideal clients can't resist? Let's chat about my Accelerate Coaching Program. It's designed to help you design high value programs, sell them and make more money every single month. Enrollment is currently open. Click here to schedule a chat and learn more.