When you Wobble your Client Wobbles

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 unconsciously. This happens whether you are face-to-face, on the phone, or on Skype.

If your energy is solid, confident, and sure-footed your client feels that energy.  They respond by feeling safe and supported.  Trust builds and they have faith in you and what you offer.

If your energy is needy, clingy or desperate because you really really need this sale your client feels that energy.   Your energy feels “sticky” on them even after they get off the call and this has the effect of repelling them.

And if your energy is wobbly your client feels that energy and they feel wobbly too.  They won’t necessarily know what is going on, but they will feel it and they won’t be convinced.    The closest they’ll come to articulating it might be: “I’m not sure, I need to go away and think about it”

Wobble

There are lots of things that cause your energy to be wobbly.

A lack of confidence in what you do, uncertainty about your pricing and payment options, not being clear about the different options for working with you, feeling intimidated by the client, especially if they have a stronger personality than you and seem to want to lead the conversation, just not feeling sure what you “should” be doing in a sales type of conversation

But there is really no need to feel wobbly while in conversation with a potential client.

By preparing in advance you can provide a safe, supportive space for the client – and for yourself

  1.  Get solid in your value so you feel confident about the difference you can make to people
  2.  Get clear on your pricing in advance – decide on it and stick to it
  3.  Know what your packages and programmes are and the options for people to pay for them
  4.  Know how things work – be clear how you work, and all the logistical details like where and when it takes place
  5.  Plan your answers to common concerns in advance so you don’t get caught out
  6.  Learn a structure so you can be the one who guides the conversation and stays in control

All of these things give your client a sense of solidness when they speak to you.  A feeling of yes, you know what you are doing and you do this every day of the week.   There’s nothing in this conversation you haven’t seen or heard many times before.   They can relax and trust you.

You see, you could be the most brilliant person on the planet at the thing that you do but if you can’t hold a solid energetic space for your potential client they just won’t feel it.

So do the work, be prepared and your conversation will feel solid and supportive to your potential client and they will be much more likely to trust you enough to say “Yes please! When can we start?”

Learn The 7 Steps to ‘Yes!’ for Authentic Sales 

If you’d like to start learning how to have wobble-free sales conversations and follow a sales process that feels much more comfortable for both you and your future potential clients, sign up for my 7 Steps to Yes! FREE video training.  In less than 35 minutes, you’ll learn a 7 step structure for your sales conversation, and the sort of questions to ask to guide your clients to an excited ‘Yes please!’

Sign up for the 7 Steps to Yes! Free training here

And if this resonates and you know you also sometimes suffer from wobbles during your conversations with potential clients do share this with me in the comments below.

With Love & Gratitude,

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4 Comments

  1. Caroline Day on May 24, 2016 at 10:09 am

    Fabulous article Catherine – and you’re so right. We all gravitate to someone who appears to know what they’re doing. And ‘appears’ is the word. It’s all about how you show up.

    Great learnings.

    • Catherine on May 24, 2016 at 10:55 am

      Good point Caroline, I didn’t mention that in the article but I should have – that sometimes we DO feel wobbly on the inside, but for the sake of the client we need to “pretend” a bit and appear solid to them on the outside, or they may not feel safe enough to get the help they need.

  2. Jessica on May 24, 2016 at 4:03 pm

    Great article Catherine, thanks.

    For anyone who’s thinking about it, I can highly recommend the course that Catherine mentions. Excellent content from an excellent teacher!

    • Catherine on May 26, 2016 at 12:09 pm

      Oh, thank you for the endorsement Jessica, that means a lot 🙂

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