If sales make you feel uncomfortable, you’re not alone. But if you wish to be in business, my strong love words for you today are that you simply got to get comfortable selling your offer(s). 85% of consumers [or leads] report being dissatisfied with their phone experience albeit 92% of all customer interactions happen over the phone. If you’re a consultant booking sales discovery calls, it’s really important that you simply find out how to sell without feeling uncomfortable, or worse, making your potential new client feel uncomfortable.
The reason you’re squirming in your seat whenever the conversation turns to the sale is that you’re not feeling confident.
You’re not….
1) Confident in what you have to offer
2) Confident in your price
3) Confident in how you're communicating this to your potential client.
Sales could be a transfer of authority, leadership and confidence. Thus, it is SUPER important that you simply learn to induce confidence when it comes to inquiring about the sale!
Here are 8 tips to assist with the most common mistakes you’re [probably] making.
1. You care too much what people think
You are listening to the voices in your head from your last customer interaction (acceptance/rejection), some bad driving experience on the road, the expected number of responses or likes you did not get and maybe the boss who scolded you in the morning. Their opinions are influencing your mindset and it’s time to reclaim your power! Stop caring about what the people that aren't paying your bills think about your sales activities. HELP THE PEOPLE YOU CAN HELP. Tell them how you'll help them. That’s essentially what your “sales pitch” is.
This fear of judgement is particularly true when you’re being visible on Instagram or other social media apps, but the info is clear: 78% of salespeople using social media outsell their peers. Forbes did some digging and discovered that regardless of how you analyzed their research, sales reps who utilized social media outperformed every single one among their competitors who didn’t. If you would like to earn extra money and make the impact you long for, you've got to be visible on social media and learn to use it in a way that genuinely connects to your ideal customer.
2. You are lowering your price to form the sale
You are lowering your price to get the sale, leading to a compromised deal that may lead to a dissatisfied association. Once you've got mentioned your price, remain calm, don't explain or excuse or apologize for your price. Allow your prospective client to process and respond.
3. You forgot that you have 2 ears and 1 mouth for a reason
You are speaking more, and listening less. I get it when the nerves set in many folks begin to ramble… on and on and on. Unfortunately, in sales, the strength is in the pause. Your prospective client wants to feel UNDERSTOOD by you. Once they have felt heard and truly know their pain points, you'll share with them how you're the authority and will help them. They're going to be far more likely to be open once they feel that your solutions have them in mind.
4. You aren’t posing for consent to sell
You are seeking permission.
We’ve been blindsided by people imposing their offers on us. It feels suffocating, and it disrespects our boundaries. It also puts us on the spot, then we get into defensive mode. NOT COOL. Attempt to do other of this in your sales conversations: ask first. Easy as that… “hey Mr Jayant, would you mind if I shared with you a bit about my packages and the way we would be ready to work together? I would like to be respectful of your time”… DONE. Then it goes without saying. respect their answer. If it’s a no, don’t dive in. If it’s a yes, they're going to be in an open and safe space for you to share your magic.
5. You aren’t speaking with your prospective clients.
You are talking AT rather than talking TO or WITH your prospective client. This is often not a PITCH so to speak... it’s a conversation where you're SHARING vs SELLING. This mental switch can change the energy and language you’re using in your sales conversations. Which may make all the difference to the positive space and connection you’re building together with your prospective client.
6. You are not following up
You are not following up when someone declines your offer. A no is typically a “not right now”. Research shows we are more likely to get from brands we've had multiple exposures to. If you’re not following up after a no, you’re leaving money on the table, AND you’re showing your prospective client that you simply didn’t care outside of creating the sale. I do know … you only don’t want to be annoying, or a burden. BUT if you truly believe that your solution truly transforms the lives of the people you help, how could it be a burden? [p.s. it’s not].
7. You are not being clear about the HOW + WHY to figure with you
Be clear about HOW people can work with you AND WHY they ought to, in their language. A call to action is critical. Invite people to take action, make their next steps clear and straightforward, and use the language that they speak- not your insider industry vocab! When you’re using everyday language, confirm you’re selling the answer instead of the strategy, because the answer will tap into emotions, which is the best way to sell.
8. Not asking for or don't have a referral program in your sales strategy
Referrals are a proven way to generate high-quality sales leads for your business. If done right, they can become a powerful sales engine and help you improve your close rate. Asking for a sales referral is simply getting your brand or product referred to another company or individual. Once you’ve made the sale, it’s critical that you simply have a referral program, as 92% of buyers trust referrals from people they know.
It’s a great way to do business! You can create a “referral lifestyle” where the prospects you call want to hear from you, want to meet with you, trust you more from the start, and even call you!
Check, how many of these rules were you breaking in your sales conversations?
Follow them, and take the money with you.