Sales Tips for Reluctant Sales People
Would it come as a surprise to you if I said weāre all salespeople? Itās true.
Every time you have a prospective client on a discovery call, youāre making a sales pitch. Every time you send an email or write a blog post with an offer, youāre making a sales pitch. Every time you write an opt-in page, youāre making a sales pitch.
And youāre probably pretty good at it, too, or you wouldnāt be where you are today, would you?
So why do we continue to think weāre so bad at sales?
Sales Feels āIckyā
I hear this one a lot. You feel pushy or uncomfortable when talk turns to money. You donāt want to force anyone into a decision. You secretly think your rates are too high.
Iām going to be honest with you. This is one of those things that gets better only with practice. But the good news is, you donāt have to be on the phone with a prospective client to get that practice time in.
Instead, use the technique self-help gurus have been advocating for years: Look in the mirror and talk to yourself. Practice saying your rates out loud. Practice your segue from discovery to sales pitch. The more you do it, the more natural it will sound, and the less uncomfortable you will feel when on a real call.
Fix Your Mindset
What if you werenāt selling anything, but instead were simply chatting with a friend about the incredible new product that was going to change her life? Youāre helping your friend to improve herself by sharing your experience with this new product.
Thatās exactly how you should think about selling your coaching programs. Youāre not trying to get your prospective client to spend money. Instead, youāre offering a solution to her problems. Youāre genuinely helping her to overcome some obstacle in her life or business.
When you can turn your thinking around from āsalesā to āhelpingā youāll find itās much easier to have the sales talk.
Donāt Be Afraid of the Follow Up
Most clients wonāt say yes with the first call, and maybe not even with the second. But good coaches know that many sales can be closed if you simply take the time to follow up. Send a quick email and invite your prospect to:
- Schedule a follow-up call to answer her questions
- Read some of your testimonials
- Review your coaching program outline or sales page
- Or even join a different program of yours that might be a better fit
Donāt let that old āIām not good at salesā thinking get in the way of making a real difference in peopleās lives, and in growing your business and your profits. With these easy tips, you can quickly turn your sales blocks into a system for landing new clients consistently.