When you’re a heart-centered service provider, having sales conversations often feels slimey, sleazy, and pushy. But there is a way to have sales conversations that empowers your prospective client, so that they are more likely to do business with you, and even if they don’t, they’ll love you and recommend you to others. (How great is that?)
Here are five steps you can take to make sure that more of your sales conversations feel great, and end in ‘yes’.
1) Be clear on the transformation you offer.
If you’re a service provider, don’t offer an hour of your time, or monthly coaching. No one whats to pay for those things – what they want instead is the transformation that you provide during that time. If you’re an author, it doesn’t matter how many pages your book has, but how people will feel after reading it. If you’re an artist, the type of paint you use doesn’t matter – how do people feel when looking at your work? When YOU get clear on the powerful transformation you provide, your confidence will skyrocket, and you’ll be coming from a place of empowerment and authority in your sales conversations. And that’s pretty compelling.
2) Commit to being of service.
When you commit to yourself that every sales conversation that you have will be of service to the person you’re talking to, miracles happen. This doesn’t mean to give away free coaching during a sales conversation, it means that you can open people up to the possibility of transformation in their lives through your service or product. When you commit to being of service, rather than being attached to a ‘yes’, more ‘yeses’ happen.
3) Don’t give away free coaching or healing sessions as a teaser.
Here’s the fallacy of giving away free coaching/healing as a sample: if you were looking to get in shape, and went to a personal trainer who gave you one free workout, would that convince you that you’d succeed in the end? Probably not – it’s part of the process, but not the result. Results are what you need to focus on during sales conversations with others. After all, that’s what they are actually looking for.
(Note: You can certainly offer free strategy sessions to figure out what a person needs. If they need your services, then you can offer them. This is a sales conversation, not a coaching session.)
4) Recognize that the biggest help you can provide will result from them purchasing from you.
Assuming that the person you are talking to is an ideal client, in your target market, then they are MOST served by purchasing from you, and you should have that thought throughout the conversation. If you don’t believe this, then you need to work on your belief system. You can’t help them for free, and they aren’t served by continuing to have their challenge or issue.
5) Communicate the value of what you do.
You need to communicate in results-based language what your client will receive after working with you, or purchasing from you. If you talk about process, you’ll lose them. Don’t talk about what you do, talk about what they’ll get as a result of what you do.
And finally, you have to have the sales conversations in order to get to the ‘yes’. So make a commitment to have those conversations, and keep these five principles in mind. Your sales, and your bottom line will dramatically increase.