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All 'Selling from the Heart' Posts

How to set prices for your services

How to Set the Right Price for your Services

I haven’t talked about pricing for a while but I know that this is an issue for many heart-centred business owners. I get asked a lot “What should I be charging?”  or “What is the “right price” for my products and services?”. Well here’s the gnarly thing about pricing – it isn’t an exact science.  There actually is no such…

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Fall in love with sales

How to Fall in Love with Sales

If you are like most of the heart-centred business owners that I know you probably shy away from situations that involve “selling” your services. I know this sounds kind of crazy because of course you do want clients! But it’s actually really common – you’re in business because you want to make a difference to others, or because you are…

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Closing Sale

Why “Closing the Sale” doesn’t work for a Heart-Centred Business

A few years ago I ran a poll as part of a webinar I was running on “heart-centred sales”. To my surprise over half of the respondents answered that their biggest sales challenge was “Closing the Sale”. This response was not what I expected, and for me it marked one of those big “Aha!” moments that helped me understand my…

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Sales as a Highly Sensitive Person (HSP)

A conversation between Marianne Cantwell and Catherine Watkin Do you consider yourself a Highly Sensitive Person (HSP), introvert or empath? Do you ever feel that sales is just not “for you” because you feel you can’t be as bullish and outgoing as you need to be successful? If so then you are going to love this “chat” that my great…

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Why selling by the session hurts everybody

Why selling by the session hurts everyone

Today I want to talk to you about why selling your services by the session or by the hour is not only hurting your business, but it’s also hurting your clients. I’ve had two recent personal experiences that have really highlighted this for me and have inspired me to record this video for you. Watch the video or scroll down…

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Why Timing is Everything!

Today I want to talk to you about timing in your sales conversation and why getting it wrong can cost you the sale – even if the client actually wants and needs what you have to offer. The video today was inspired by a sales conversation I had earlier in the year where I was the potential customer. I’d been to…

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Decision on the spot

Getting a Decision on the Spot

This is a question that comes up over and over when I run my “Get More Clients Saying Yes!” course.  It’s also an emotional one, with many clients and friends having strong opinions around the topic. Is it right to try and get a decision on the spot during  sales conversations? Doesn’t that put pressure on the client and make…

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Remember Zippy from Rainbow?

Remember Zippy from Rainbow?

I might be at risk of showing my age with this one… but do you remember Zippy from Rainbow? Poor old Zippy, he had a zip instead of lips so when he went “on and on” talking too much his friends would just grab one end of the zip and pull it round to shut him up! Do you need…

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Money Pot

The Therapists and the Money Pots

Something that I notice a lot when speaking to my mentoring clients is the habit of making assumptions about a potential clients ability to afford to work with them. Here are some of the things that I hear. “My clients are all therapists – they can’t afford my prices” “She’s retired so I know she can’t afford to work with…

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Violet's Boutique in Laguna Beach, California

Sales Lessons from Violet’s Boutique

A couple of weeks ago I was in Laguna Beach, California to attend a live event – I’d come complete with bikini and booked a hotel with a pool so I could relax in the sun for a couple of days before the conference.  Ha!  The universe had other plans and instead I got a week of cold, pouring rain…

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Staying Inside the Sales Bubble

Staying Inside the Sales Bubble

Today I’m talking about something that we used to talk about a lot back in the days of my corporate sales career – the importance of keeping your potential client inside your “sales bubble.” Watch the video below or scroll down to read the blog. What is “staying in the sales bubble”? Here’s how to think about this:   When your…

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The Importance of Handling Rejection Gracefully

Handling Rejection Gracefully

A recent buying experience has  prompted me to talk about something today, something that isn’t strictly part of the sales process, but instead it’s something that happens afterwards – and is more important than you might realise. It’s the importance of handling rejection gracefully. Watch the video below or scroll down to read the blog. The importance of handling rejection…

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