All 'The Sales Conversation' Posts

Scared of talking about your clients Problems?

One of the things I often see with business owners who don’t yet feel fully comfortable about sales, is side-stepping or tip-toeing around speaking to potential clients about their problems or challenges because they don’t want to come off as insensitive, or even worse, manipulative. They’ve heard all about techniques like using “pain points” to get a client to sign…

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wobbly jelly

When you Wobble your Client Wobbles

Today I wanted to give you a quick reminder of how important it is to bring a solid, confident energy to your sales interactions because… When YOU Wobble your Client Wobbles What I mean by this is that in your interactions with potential clients you give off a certain energy, and it’s an energy that your client picks up on,…

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Consider this a Bonus – about bonuses!

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.  Which means that people frequently “think their way out” of things that they know they both want and that…

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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: “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…

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To Launch or not to Launch

Why I love launching ( …and could it be right for you?)

During the past month you’ll have noticed a lot more activity from me than is “normal” during the rest of the year – whether you joined the course or not, thanks for sticking with me! There were invitations free events: Fall in Love with Sales week, the Heart-Centred Sales Masterclass and Q&A sessions.  You may even have noticed me popping…

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Sales Mastery

Is it time to Commit to Sales Mastery?

Those of you who know me well will know that I have my “soapbox” moments! And there’s something in particular that I find myself getting into a bit of a rant about every now and again. I wrote about it last year and it certainly triggered quite a response. It’s an important message and it still bugs me no end…

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Closing Sale

Why “Closing the Sale” won’t work for your Heart-Centred Business

A few years ago I ran a poll ahead 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 ideal…

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Why is sales so difficult when you care?

When I write these blogs I spend a lot of time immersed in the hearts and minds of my “ideal client”.   Working with my clients creates an ongoing reflection that allows me to continuously deepen my understanding of what the clients who haven’t yet worked with me need and what their problems are – that way, I can always be…

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Baby steps to yes

Taking the Baby Steps to Yes

If you’re like many other heart-centred business owners you probably know that your sales conversations could be better – you’re just a little unsure how to improve them. Having a structure to your conversations is that thing that makes the difference between having a lovely, friendly, chatty conversation where you feel it’s gone well, they seem to like you –…

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when your clients can't afford you

Do you find your clients can’t afford you?

This is a story about me and my business. But it is also a story about you and your business. 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…

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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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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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