All 'The Sales Conversation' Posts

Why they're just not getting it [your value]

Why they’re just not getting your Value

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…

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

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The Pushmi-Pullyu of Sales Conversations

The Pushmi-Pullyu of the Sales Conversation

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…

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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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Understanding the "No"

Understanding the “No”

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…

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Getting the internal yes

Getting the “Internal Yes”

When I’m asked what the difference is between my style of heart-centred sales and the more traditional sales techniques you can learn elsewhere, there is one really big distinction for me… It’s the difference between the internal “yes” that you get from a more heart-centred conversation and the sort of “yes” that comes as a result of more traditional sales approaches.…

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Why is sales so difficult when you care?

I’ve been flying below the radar a bit just recently.  In fact it’s been a whole month (blimey, how did that happen??) since I last wrote an article for the blog. I wish I could say it was down to this glorious British summer and that I’ve been too busy basking by the pool at the local lido, or reading…

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Confused Mind

A Confused Mind Says “No”

As you know, I want my role in your life to be to help you get more clients saying “Yes Please!” to working with you. This doesn’t only mean doing the things you need to do to guide them naturally to a Yes.   It also means NOT doing those things that you might unwittingly do to cause them to…

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Wobble

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 foundation 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 radiate a certain energy, and it’s an energy that your client picks up on, often…

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Lowering the Shield – the secret to non-pushy sales

I know that as a heart-centred business owner it is easy to feel anxious about entering into a sales situation because of a fear of inadvertently coming across as pushy. But the thing is, without a really good understanding of what is happening energetically in the sales interaction it is really easy to unintentionally do just that – and push…

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paying client

When is a Client not a Client?

You know you have those phrases that you find yourself saying so often that they almost become one of your personal mantras? Well, this is a post about one of mine. You see, I frequently have clients that post in one of my private Facebook groups something like this: “Yay!  I’ve got a new client!  I met her at networking…

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