All 'Selling from the Heart' Posts
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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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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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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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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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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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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Almost every time I come to be on the buying end of a transaction, I get valuable lessons and reminders about the sales process that I know are useful to share with you. But not always. What I find is that when a sales process is good it feels comfortable and seamless and I walk away from the call with…
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When I run the Get More Clients Saying Yes course for authentic sales conversations I always start out by exploring our relationship with sales and money because our beliefs and attitudes in these areas can really hold us back in business. After all, if you believe that it’s wrong to charge money for your gifts or talents. Or that earning…
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When I speak to small business owners and clients in my programmes, even though they want more clients they often find they shy away from sales situations, and feel extremely uncomfortable aboaut entering into a sales conversation because of their fears and worries about all the things that could “go wrong”: Watch the video below or scroll down to read…
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I hope you’ve had a wonderful summer and that it’s been relaxing and productive for you in equal measure, and you’re feeling relaxed and ready to refocus on the remainder of the business year. As part of my own summer break I recently attended a small festival where I had a healing session that was very nurturing and left me…
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One of the biggest mistakes you can make when in a sales conversation or a sales situation is to appear to make the decision on behalf of the potential client. You’ll know what I mean because you’ve probably been on the receiving end of this yourself. Where the other person appears to have made their mind up well in advance…
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I haven’t talked about pricing for a while but I know that this is an issue for many of you. Whenever I’ve done a survey to ask what you want more help with pricing is right up there in the top 3. And it’s an area of confusion for many of my clients too. I get asked a lot “What…
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