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…

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…

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…

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…

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 self-worth 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…

I recently did a survey of my community asking you about your biggest challenge when it comes to getting clients.  The number one response from the survey by quite a long way was struggling to communicate the value of what you do and not being able to demonstrate to potential clients why what you do can make a difference to…

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 think that trying to convince or persuade someone is the goal of the sales conversation. However,…

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…

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…