All 'The Sales Conversation' Posts

How NOT to convince people to buy from you

How NOT to convince people to buy from you

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,…

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Why is sales so difficult when you care?

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…

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Tired of hearing “I Need To Think About It”?

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.…

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Are you selling safety

Are you selling Safety?

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,…

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Closing Sale

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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woman knocking at door seen through a peephole and smiling

I really struggle to sell myself

Today I want to talk about a phrase that I often hear, either during my live Q&A sessions, or within my Facebook community… “I really struggle when it comes to selling myself.” Watch the video or scroll down to read more.   Every time I hear it, I just think: “Ouch, no wonder you’re finding it difficult!” You see, to…

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5 Mistakes that are Costing you Sales

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…

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The vulnerability of sales

The Vulnerability of Sales

There’s so much that we do in business that makes us feel vulnerable. Of course we want clients to notice us and to be attracted to us, but putting ourselves out there can feel scary, because we’re opening ourselves up for potential criticism and rejection. Watch the video below or scroll down for the blog. Some marketers say that if…

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My Clients Can’t Afford Me

This is a story about me and my business. But it is also a story about you. You see, my clients can’t afford to work with me. Let me tell you more: There is a particular type of person who I feel most strongly called to work with and with whom I do my best work and get the best…

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Confused

Are you Confusing your Potential Clients?

What do you say when you meet someone for the first time and they ask what you do?  Do you say “I’m a coach” or “I’m an accountant” or “I’m a therapist” making you sound bland and just like everyone else?  Or do you confuse people by talking about things that the average person who needs your help simply doesn’t…

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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 back in 2019 where I was the potential customer. I’d been to California for a…

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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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