Sales. There I said it.
Let’s be honest, most of us cringe when we think we have to “sell something”. Do you ever think that sales is a dirty word? I know that feeling. It’s not easy to approach someone and try to “persuade” them to see the light and purchase your product or service. And this is why the very nature of sales feels yucky.
The truth is that sales is a service… we are problem-solvers you and I, and we can show them how we can serve them ~ from a place of authenticity.
So here it is! My 10 steps to building a sale that comes from the heart, and close every time.
Bond at the deepest level with the person you are talking to before the rest of your conversation. It goes without saying (but I’ll say it again) we need to build relationships. It’s the first step in creating trust and identifying needs.
Share your stories, your pain. This creates empathy and it will help your clients feel the transformation that you can bring into their own lives. When you share your pain, you invite them to open up and share their own struggles.
(Put it into action: Write in your journal the 3 biggest pains of your client avatar).
This revolves around this phrase: “It’s going to get worse”. Intervention has to do with what your clients will lose if they don’t step up and take action towards their goals. This will make it uncomfortable for them to stay in their comfort zone.
(Put it into Action: Write in your journal what Intervention means for you.
This is all about possibility. After they tell you their pain, and you intervene, you want to help people build a strong vision, by starting with the question: “Why do you need to fix…..? (Insert problem here)”
After you have clarified the vision that they want in their lives, you have to know what the value of that vision is for them. Here you can ask something like: “What would that be worth to you?”. It’s important to go deep into their WHY, because this is for their transformation, not for you.
If people say ”I want to think about it”, or “Let me ask my partner”, they are probably not sold, and are just making up excuses instead of saying no. This is where you want to test if they’re sold, saying something like: “You don’t sound very excited”. You can also ask: “On a scale from 1-10, how excited are you?
When you feel things are going well and if you feel they are ready to buy, make your offer, and ask them for the payment. If someone is not closed, you read the signals wrong and you made the offer, you can laugh it up. This is not a life or death situation, take the pressure off your back.
After you have completed everything that you needed to complete in the advanced sales script coming up in module 3, you can say something like: “I hope today was helpful”, and not make an offer. Make it sound like you are ready to go. 4
Before you make the offer, you want to ask “ Out of what we have spoken today, what sounds like it would be most useful?”, just out of curiosity. They will let you know exactly what they want to purchase. You will know what are the areas that they want to work with you.
(Put it into Action: Write in your journal what your clients say they love most about working with you.)
This is the only way that you can help your clients get results. Your clients should not only talk about taking action but be committed and actually take action. You can ask: “What is your biggest objection to taking action?”, or: “What has stopped you in the past from getting where you want to be?.
Remember that in any relationship, both parties learn and grow!