All 'The Sales Conversation' Posts
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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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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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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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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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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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 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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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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