Hi, it’s Janet Clark from The Freedom Shift, happy to be here with you on Janet Talks Business TV this week. So do you think you stink at sales? Well, let’s talk about that because if that is the way you are “thinking” then it’s time to shift that.
I’ve been in sales my entire life so you would think that I would be “great” at selling right? Some people think that way and then when they start a coaching, healing or consulting business they fall on their face.
Well, here’s a fact, all through my career I sold products, solutions and services that had no impact on changing people’s lives. That’s right – selling a phone system or a T-1 Internet connection or a Managed Technical Service, wasn’t going to have a life-changing effect on the decision maker (unless, of course, they bought a service that bombed and then lost their job because of it). But generally speaking, selling business to business, was different in 3 very major ways.
1st, as I mentioned, my solution was not life-changing for the individual
2nd, the person buying the solution was not using their own money – they were spending the company’s money
3rd, the product/solution I was selling was created and delivered by someone other than me, I was just the “sales person”
Now what happens when we become a coach, a healer or a consultant? Suddenly, we are playing a totally new game. Our prospects are now individuals who have a serious need and desire to make a life change. They have to invest their own hard-earned money to do that and you are presenting yourself as the solution.
Wow, can you see the difference? Let’s take a closer look at this from the prospects point of view. First of all, they have a pressing need to fix something in their life. When they take a call with us, they are truly seeking a solution. BUT, there is a huge amount of fear and doubt when it comes to making the investment – and it has nothing to do with you! They have to question whether they are actually going to do the work required once they spend the money. So putting the money out there isn’t so much a concern for whether your program will work, but if they are ready and willing to work your program!
So, what is happening to us, the solution provider, based on the inner battle they are experiencing? We start to feel rejected, less capable and paranoid. The fact that our prospects are raising objections about our services seems like they are objecting to us. And it feels much more personal because what we are selling isn’t someone else’s product, it’s our own expertise and knowledge.
Do you see how your “thinking” is causing you to believe that you stink at sales when in fact, your clients stink at making a decision to change their behavior. If you know you have an awesome weight loss program, and someone doesn’t sign up, is it because you can’t help them lose weight or because they can’t commit to work the program?
If I have a proven way to build a client list and sell to that list, and a client doesn’t sign up is it because my program doesn’t work?
So you get it. Now, how do you fix that? I’m going to give you tips over the next few weeks to shift the way you have a sales conversation. Rather than trying to make the mindset shift all at once, I’ll give you something to work on each week.
So for this week, your assignment is to work on your listening skills. As Steven Covey says in his book, the 7 Habits of Highly Effective People, Seek first to Understand, then to be Understood.
Don’t feel like you only have one shot at “selling” a client. In my model of Selling from the Heart, I encourage you to build rapport and get to know your prospects. Find out what they want and what’s in the way. Once you know this, you can then appreciate their inner conflict.
I challenge you to try this for one week. Set up some calls with your prospects. Then make a point to make “no offer” and “give no sales pitch” when you speak with them. Give them 20 minutes to just talk about their issue – what they have tried so far, what’s worked, what hasn’t worked, and what’s getting in their way. Hear them out. And then…set a follow up call for a week later. Tell them, you’d like to review your notes and craft a solution that might help them. Let them know that you aren’t sure you can help them, but you will get back to them next week with some ideas. It’s okay to leave them hanging…
Until next week. Sending you Light and Love. And as always, email me if you have questions or just a need to chat firstname.lastname@example.org