All 'The Sales Conversation' Posts

give them what they want

Are you giving them what they want?

If you’re a heart centred business owner the following scenario might feel familiar to you: You are talking to a potential new client and they are telling you all about their problem and how they want things to be instead: This might be to lose weight, find a new job, start a business, find a man or make more money.…

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Seeding

Seeding – your secret weapon for non-pushy sales

  I don’t teach many “traditional” sales techniques in my programmes. This is because so many of them are based on psychological manipulation and NLP techniques that genuinely heart-centred business owners simply don’t feel comfortable using. “Icky” is a word that gets used a lot! But one very powerful technique from traditional sales that I love and you can master very easily is…

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Non attachment

Non-Attachment – Not Indifference

One of the secrets to a successful sales conversation – one that ends with your ideal client saying “Yes please!” to working with you – is Non-Attachment. This means genuinely being OK with whatever decision your client makes – whether that is to work with you or not. If you are in any way personally attached to the outcome then…

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do they trust you

Do They Trust You?

Sales is all about Trust. Well, OK, it’s about a bit more than that too. But really that’s pretty much what it comes down to. Your new potential client needs to trust you on a number of levels if you are going to be able to lead them to a resounding “Yes please!” decision to work with you. Firstly, they…

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happy people

“Happy People Sell”

I don’t watch a lot of TV (I haven’t owned one for 13 years) but every now and again I get completely captivated by something on catch-up TV.  And that’s what’s happened last week when I discovered The Call Centre on BBC (If like me you missed it first time around, it’s going to be re-run from this Sunday and…

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Broke my own rules

How I broke my own Rules for Non-pushy Sales

An interesting thing happened this weekend – I found myself breaking one of my own cardinal rules of non-pushy sales. I spent the weekend at Nick James’ “Ultimate Product Launch” seminar learning strategies to help me launch my new workshop “Selling from the Heart from Speaking” later this year. Now, the value of attending seminars is not just about what…

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rushing clients

Why Rushing your Clients could be Scaring them off

My first big live event “Selling from the Heart Live” at the weekend went fabulously.  We had 70 lovely heart-centred women and men all learning how to sell  and attract clients in a way that feels authentic and comfortable for everyone involved – No red arrows and shouty “buy-now” buttons on your website, or talking at people until they are…

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are your clients feeling heard

Are your Clients Feeling Heard?

One of the most important gifts you can give your client during a sales conversation is to let them feel heard.  But are you letting your client – and your business – down in your eagerness to help and serve? As you know, I recommend that you develop connection with your client and get to understand what has drawn them…

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Why Sleazy Sales Tricks Don’t Work

Way back in the dark days, when I was a corporate cubicle dweller there was a common trick used by salespeople.  One that I was taught as a rookie recruitment consultant, and it served me well – up to a point. I was trained to cold call potential clients and tell them that my company was conducting an industry survey…

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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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Sparkler

Taking Time to Celebrate 2012

I recently sent out my first ever email broadcast to my community of heart-centred business owners – people who had attended my workshop or online programme, or who had signed up to my free video e-course “The 7 Steps to Yes”. Because it had been such a busy year for me putting the foundations under my new business, I was…

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Don’t Try to Sell!

One important piece of advice I like to give to anyone wanting to improve their sales conversations – and so increase the number of clients saying “Yes Please!” to working with you – is this:  Don’t Try to Sell. “What?”  I can almost hear you asking me with that puzzled tone “I’m reading your blog because I want to learn…

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