All 'The Sales Conversation' Posts
When you first start out in business, it can feel like there’s so much that you need to think about. You may feel that you need to be learning all these advanced strategies such as how to sell online programmes, grow a mailing list, run webinars or build a social media following. In reality, when you are first starting out…
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…
A few years ago I ran a poll in advance webinar I was running on the topic of “heart-centred sales”. To my surprise over half of the respondents answered that their biggest sales challenge was “Closing the Sale”. For some reason this response was not what I expected, and for me it marked one of those big “Aha!” moments that…
Recently I was reflecting about some of the things I observe in the clients I work with and what their biggest problems are when it comes to enrolling new clients, and it got me thinking….. Why is selling so darned hard for heart-centred business owners? After all, if we really care about our clients and want the best for them…
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,…
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…
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…
Today I want to talk to you about understanding the “No” that you sometimes get at the end of a sales conversation. I’ve noticed a tendency amongst my clients to beat themselves up if a potential client says that “No”. They question themselves, thinking they did something wrong or that they are a failure because they couldn’t get the client…
Today I’m addressing a very common complaint that I hear from small business owners: That their potential clients say, “Yes, I’m going to work with you,” or, “Yes, I’m going to buy your programme,” and then they disappear. They don’t book in, they don’t pay, you can’t get a hold of them, and you don’t hear from them again. And…
There is a block that is really surprisingly common amongst the types of heart-centered business owners that I tend to work with and it shows up as one of the following. They’re all slightly different, but related: Doubting the value that you can bring your clients Doubting your own value Doubting the value of the work that you do Watch…
Today I’m talking about something that we used to talk about a lot back in the days of my corporate sales career that could make a huge difference to the outcome of your sales conversations – the importance of keeping your potential client inside your “sales bubble.” Watch the video below or scroll down to read the blog. What is…
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…