Why is it that when people hear the word “sales” they often cringe or tell you that they are not into sales? I think it is because they have yet to find a sales methodology that works for them.
Maybe they have experienced pushy salespeople that use manipulative tactics like guilt and scarcity.
It's possible that they have an internal dialog going on saying “why would they hire me?”
Or it could be that they simply have not been taught that sales is the lifeblood of a successful business. You can't make money if you don't sell. So why not find a method that is authentic to you?
Today I share 3 simple, yet powerful ways to be authentic with your sales. Check it out and then let me know what you do.
Sales Tip #1: Educate and Empower – Don't Interrupt and Sell
Have you ever had this happen? You're on Facebook and you mention something going on in your life and then it seems like 100s of people are private messaging you telling you to buy X product or X service that they happen to sell?
Those people just did what I call “interrupt and sell.” Unless you have a great relationship with the person that is messaging you, you are likely feeling pressure.
How to make this more powerful and authentic when you are the sales person:
Think of the person you are talking to and where they are coming from first!
Rather than instantaneously jumping into “buy my stuff,” reach out to the person and tell them that you have found a solution that might help them and ASK if it would be okay to share a bit more about it.
If the person responds saying they would be interested in learning more, this is your opportunity to educate.
Sales Tip #1: Educate and Empower - Don't Interrupt and SellStart by asking more questions, so that you are certain that you understand the person's situation. Then, based on their answers, you can tell them more about the product or service or modality that you are passionate about. Explain how it has helped you (if it has).
Sales Tip #2: Make Sure Your Mindset is Set to Possibility
When you are preparing for your sales conversations where is your mind?
Don't think of it as “getting” people to hire you. Instead, think of it as “letting” people hire you.
Sound weird?
When you are thinking of how you need to “get” people to hire you, you are coming from a place of lack and desperation. The vibe can be felt by the person on the other end of the conversation as a lack of confidence or lack of competence. Who wants to hire someone that is lacking either? You end up poor and miserable.
Then, when you don't get the sale, you think it is because your pricing was too high. Well, ya! Who wants to pay a lot for someone that seems like thy don't know what they're doing?!
But it was not really about your pricing. It was about where your mind was going into the conversation.
When you shift your thoughts to “letting” people hire you after they have demonstrated that they are your ideal client and they have needs that you can help with, you end up with much better clients and higher income. You carry yourself with confidence knowing that you are only going to make an offer to people that are a good fit.
Sales Tip #3: Listen – Really Listen and Digest what is being Said
When you are talking to someone, can you tell when they are truly hearing you? Can you tell when their mind is somewhere else? Most people can and it is off putting.
The biggest challenge many face in their sales conversation is that they do not listen to understand. They listen to reply. Meaning, they are not fully listening. They are thinking about what they are going to say next. It creates a disjointed conversation.
So then why do you think it is a good idea to use someone else's sales script?
“Say this and then say that and you'll magically have a sale!”
I have had a number of people work with me to improve their big-ticket sales after having bought one sales blueprint after another that did not work for them.
Was it their fault for not properly implementing?
Was it the program's fault for not being good?
Probably none of the above. I have found, more often than not, that the issue was lack of alignment.
The scripting the person purchased was not authentic to who they were and the language they normally used. They would try time and again and bomb left and right.
So why is it that a script that could work like crazy for one person would fail for another?
It's not about the words! It is about paying attention to the conversation.
⇑⇑ Read that again. ⇑⇑
Sales: Build a solid relationship by truly paying ATTENTION to your prospect.You see, if you are more focused on remembering the script and what to say 1st, 2nd and 3rd, then you are not focused on your prospect and they can feel that.
When someone does not feel heard or understood, they feel “sold to” and don't buy.
⇑⇑ Read that again. ⇑⇑
Instead, learn how to have an authentic sales conversation where you are co-creating with your prospect. Don't know how? Let's talk. I'd love to help you help more people.
Until we talk again,
Live Fully — Love Openly — Laugh Often — Leverage Your Brilliance — Connect Authentically — Get Your Message Out — Serve with Impact — Prosper Everyday
Tandy Elisala says
Stephanie! I’m SO glad we are reconnected here. I absolutely LOVE your articles. Some things never change:-) I agree with you on all three of your tips. I roll my eyes when receiving a facebook message that asks me to buy x so they can x. Uuggghhh. When we truly care about others and have their interests at heart, it helps connect. Sharing quality content and making it personal is key. I had to laugh (sadly enough) at your third tip. I agree that we aren’t always listening to listen and understand. Rather, we are listening to replay and respond! Great tips.
Stephanie LH Calahan says
Hi Tandy!
Great to see you here. Yes, that third one is a kicker! So many listen to respond vs really listening to understand. The good news is that it’s been highlighted for you so now you can remind yourself to listen more intently. When I was first training myself to do this, I put a sign up that said “LISTEN!” to remind me. Over time and practice, I built better habits. ツ
Tandy Elisala says
Love that tip, Stephanie! Having a “LISTEN” sign is a great reminder.
Sherry Richert Belul says
Stephanie! This is a great article. One thing I noticed and appreciated was how often the word, “listen” was used! YES! All too often people are selling AT me. They’re so focused on what they have to say that they aren’t listening to what I need.
I also loved your advice to “reach out to the person and tell them that you have found a solution that might help them and ASK if it would be okay to share a bit more about it.” I often get unsolicited sales messages in my FB messages board and it does feel intrusive, just like you said!
Stephanie LH Calahan says
Hi Sherry
Yes! Listening is a learned skill that many forget when they are nervous in a sales conversation. We get so caught up in our own stuff that we forget there is a person on the other end!
Thanks so much for dropping by and sharing your thoughts and experiences.
Dina Lynch-Eisenberg says
Listening-the most underrated business skill there is!!! To listen properly, you want hear the words express and the content that is present but unconsciously expressed like the tone, facial expressions, word choice. People buy when they feel trust and that happens after they feel heard and acknowledged.
Stephanie LH Calahan says
Such good points Dina. Yes! It’s important to listen to what is said, what is not said and how it is said.