All 'The Sales Conversation' Posts
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…
READ POST
Today I want to talk about a phrase that I often hear: “I really struggle when it comes to selling myself.” Every time I hear it, I just think: “Ouch, no wonder you’re finding it difficult!” You see, to me the idea of needing to sell yourself, feels like such a lot of pressure. In fact, I would hate it…
READ POST
There is a block that is really surprisingly common amongst the types of heart-centered business owners that I tend to work with: Doubting the value that you can bring your clients, doubting your own value, and doubting the value of the work that you do – they’re all slightly different, but closely related. Watch the video or scroll down to…
READ POST
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…
READ POST
Today I want to talk to you about the Pushmi-Pullyu of the sales conversation. Do you remember the Pushmi-Pullyu? If you’re not familiar with it, it’s a two-headed animal who has a head on opposing sides of his body. He’s a character from the book and the film Dr. Doolittle. There’s actually a Pushmi-Pullyu in your sales conversations too! What…
READ POST
I have often mentioned in the past that I like to use a bonus or incentive to encourage potential clients to make a quick decision rather than follow their very natural and normal human instinct to procrastinate and think about it. And it’s a subject that I get asked about quite a lot – especially questions around what are the…
READ POST
There’s something I often hear from people who are looking for help with their sales: “I can’t convince people to buy from me” or “I can’t persuade people to pay for my services”. What am I doing wrong? Traditional sales methods would have us believe that trying to convince or persuade someone is the goal of the sales conversation. However,…
READ POST
It’s easy for me to end up spending a lot of time immersed in the hearts and minds of my “ideal client” when I’m writing my blogs, preparing my video content, or updating my website copy. And for me, it’s never really a one-off immersion, but rather an ongoing reflection that allows me to continuously deepen my understanding of what…
READ POST
There’s nothing more frustrating for a small business owner than hearing a string of potential clients say “I need to think about it” at the end of your sales conversations. And if you’re at a place where “I need to think about it” has become a phrase you are hearing more often than you’d like, this article is for you.…
READ POST
When you speak to your clients about your services, do you tell them what you think they need to know about how great your service is, or do you sell them what they are actually buying? And do you even know the difference? One of the main things that your client buys when they decide to work with you is,…
READ POST 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…
READ POST
Do you find that you are frequently having conversations with potential clients that don’t end with a “Yes please!” from an excited and committed client? Does it leave you feeling confused because, honestly, you thought you had great rapport and connection, and you don’t understand what went wrong? If so then chances are you too are making one or more…
READ POST