1. Show up to the conversation without a personal agenda. Have a professional agenda instead.
If you’re spending too much time in your head, worried whether or not you’ll make a good impression or if the person on the other side of the call will buy, you’re already off to a rocky start. I’ve said it once & I’ll say it again, this approach presents a sense of lack on to your buyer. An approach that I used in my early 20s when I was a trainer and lead server in the restaurant industry was to walk into the threshold of the restaurant and set the intention to leave all of my “baggage” and anything from the outside world behind. I didn’t want my “stuff” to interfere with my performance. A great performance meant great tips and I loved ending my shift on a busy night with a pocket full of cash.
Let’s apply this approach to your sales conversations, do you have a process that you can use to quickly reset your own thinking before your sales conversations? If not, borrow mine. Before your sales conversation set the intention to leave all of your personal “stuff” behind so that you show up to the conversation fully present for the prospective buyer.
2. Interview the client by asking great questions.
You might think that in the sales conversation they are interviewing you to see if you are a good fit for them. Flip it around, you are interviewing them to see if they are a fit for your offer! The only way to gather this information is to ask great questions during the call.
3. Only make an offer if you know they are a fit for your offer.
If you make an offer & they aren’t a fit, they’ll so no or give another reason to not make a decision. When you KNOW that a prospective client is a perfect fit for what you offer, I call this heart-centered selling. A new level opens up between the 2 of you, and enthusiasm forms, and an energy forms between the two of you.
Let’s talk about where these 3 steps might not work for you to close the sale. If you don’t have clarity around your offering and who your ideal client is, you are going to have difficulty getting points 2 & 3 to work for you effectively. The truth is that most of you who are more on the introverted side will spend a lot of time in your head thinking about these things, the offer, the message, the ideal client, the questions, but when it comes to actually doing it, well, as my friend Sara Michael says “I can’t see my own eyeballs.”
Are you ready to level up your sales revenue in 2020 & beyond?
Schedule a 15-min pitch-free clarity call with me and we’ll explore where your biggest challenges to increasing revenue are & if or how I can help you increase your sales revenue this year.