Are your sales calls stressful or fun? Keep reading to discover things you can do before a sales conversation that will allow you make more sales and enjoy the process.
At one time, I used to get anxious and entirely in my ego. I wanted to prove myself in every call. I’d be worried if I was going to say the right thing or not.
And many of my calls were not that successful because I made it all about me.
Today, my process is very different. Maybe what I do, or parts of what I do, can help you.
I changed my mindset and how I defined the success of my calls.
And you can too.
Before You Have a Sales Conversation Scheduled
Mindset Reset: Start By Understanding It Is Not About You
Even in a service-focused industry, you are not selling yourself.
You are selling the results you help facilitate and the value of those results.
(That is why I don't like the phrase “charge what you're worth,” but that is a topic for another day.)
Once I let that go, everything changed. I allowed myself to focus on the person I was talking with rather than being focused on myself.
Mindset Reset: If They Are Contacting You, They Are Interested
Many business owners struggle with self-doubt and Imposter Syndrome.
They will fill their heads with negative self-talk before the conversation, “What if they don't like me?”
I counter that with, “Oh, my friend, but what if they do?!”
People who find you through your website or social media and ask for time to talk have found something attractive about your offering. Start with understanding and believing that.
Your inner dialogue can have a significant impact on your mindset and actions. Practice positive self-talk by reminding yourself of your strengths, accomplishments, and abilities. This can help you stay motivated and confident during sales conversations.
On my journey to creating sales conversations that are fun for me, I realized that if someone filled out my intake form, they had already decided I was an excellent candidate to help them. The conversation is simply to determine if it’s the next right step for them.
I don’t need to prove anything.
My programs have proven value, and I am worthy no matter the outcome of the conversation. This isn’t about my ego anymore. It’s about bringing the best version of me into a conversation and helping people.
If that results in both of us deciding to work together, fabulous. If it results in us deciding that’s not the right next step, fabulous. Either way, it’s a win.
Mindset Reset: Get Comfortable with Rejection
Rejection is a normal part of the sales process. Even if you prepare thoroughly, your potential client may not say “yes” in the end. It's important to be mentally prepared for this possibility and not take it personally. Remember that rejection is not a reflection of your worth or the quality of your services.
I’m not in the business of convincing anyone to work with me and I hope you aren't either.
I don't know of anyone who likes to feel pressured or manipulated, do you?
Yet, a lot of the sales training that circulates implies that you need to convince people to say “yes” every time.
In truth, sometimes “no” is absolutely the right answer for your prospective client and for you.
And I always remember that even if we decided not to work together, it was time well spent because I could serve them to identify their next steps and get useful market data. That’s a win-win scenario.
The things you learn in a conversation can help refine your marketing, create new programs, and clarify who you want to attract to your sales calls.
And sometimes, even if that person doesn’t end up working with me, they refer me to someone else with needs in alignment with my work. This has happened more than you might imagine.
Understand that failure is a part of the sales process, and that you can learn from your failures to improve your approach in the future. By adopting a growth mindset and focusing on continuous improvement, you'll be better equipped to handle any setbacks or rejections that may occur during your conversation.
Two books that are great reads on this topic are Go for No! Yes is the Destination, No is How You Get There, and When They Say No: The Definitive Guide for Handling Rejection in Sales. Both are by Richard Fenton and Andrea Waltz
Practice The Various Parts of Your Conversation
When you practice, you create confidence.
Note: I am not suggesting that you create a script. Scripted sales conversations often feel stilted and unnatural and people feel that. Authenticity and transparency in your sales conversations lead to trust. And people that trust you will be more likely to buy from you.
But there are a few key areas you can practice to create a powerful conversation for the person you talk to and you.
- Opening: How will you start the conversation in a way that is welcoming and safe, while being the leader of the conversation? Remember, they are contacting you because they need help. This is your conversation to lead.
- Prepare questions: Come up with a list of questions to ask to understand the needs and goals of your prospective client. This can also help you build rapport and establish a relationship with them.
- Practice listening skills: Sales calls are not just about pitching your services. It's important to listen to your prospective client's needs and concerns and demonstrate how your services can address them.
- Practice your offer and the investment level: You can do this with a friend, colleague, or in the mirror. Explain the offer and then practice saying, “Your investment for this program is $$$,$$$$.” This can help you feel more confident and prepared for the call.
- Terms and conditions: Be prepared to discuss your terms and conditions in a clear and concise way.
You Can Have a Business with More Clarity, More Profit, More Freedom, and More Peace of Mind.
Sound interesting? Fantastic! I'd love for you to have that too, and it might not be as far off as you think—no matter where you are in your business journey. Schedule a call with me to see how we could blast through your blocks and create a business and life built to work with who you are. We can quickly “de-stress” your business and identify the fastest and easiest ways for you to make money and make a difference so that you can work less, impact more people, and enjoy life freedom the way YOU define it in business and life.
After You Have a Sales Conversation Scheduled
Start With Your Potential New Client In Mind
It's important to not go into your calls unprepared. There are a number of different ways you can learn more about who you are going to speak with, but my favorite is to ask them to fill out an intake form prior to scheduling a conversation. Intake forms allow you to understand their needs, challenges, and goals before you speak with them. This information can help you get clear on how you can best help them.
A day or two before the call, I read my prospective client’s intake form. I read it a few days ahead of time because that allows me to think about them and give good consideration to the goals that they have and how they might achieve those goals.
The day of the call, I read their intake form again, because this conversation is about them.
If you don't have an intake form, let's talk. I can help you develop one that makes good use of your time and theirs in a conversation.
Prepare Your Body and Brain
- Take care of your body. Make sure to get enough rest, eat well, and exercise regularly. Taking care of yourself can help you stay focused and energized during sales conversations.
- Prepare your mindset. Before the sales call, you can increase your confidence, motivation, and focus, which can help you make a better impression and increase your chances of closing the sale. Mindfulness or meditation can assist you in this.
- Shift to a positive state of mind vs. one of lack. Before the conversation, take a few minutes to think about what you're grateful for. This can help you shift your mindset to a more positive and grateful state.
- Have something to drink available. I make some tea to sooth my throat so that conversation flows smoothly. (Today’s tea is roasted dandelion & chai. It has a rich, earthy flavor. My mug is one I painted when my son and I went to a ceramics place for my birthday. Just holding the mug reminds me of the fun we had that day and I’m mentally jumped to a joyous and relaxed mental space.)
Prepare Your Space
Is your space chaotic or relaxing? Studies have shown that what you surround yourself with has an inpact on your state of mind. Create a quiet and distraction-free space so that you can focus on the conversation.
- Clear your space of visual distractions. Pay attention. When you have papers, computer screens, devices, etc. in your visual range it is easy to get distracted. Even a few seconds of inattention can be the difference between getting the sale and losing a great client.
- Turn off all notifications. Put your phone on “do not disturb.” Turn off email and social media notifications. (For better personal productivity and high performance, I suggest not turning them back on.)
- Notify Others. If you have other peopple that could potentially interrupt your conversation, let them know you can't be interrupted during the time of your call, or create a sign to put on your door that indicates you need to be left alone.
- Have a few things that help you relax or make you smile. I light candles. My favorite scent is called Grandma’s Kitchen. It makes me smile and I instantly relax when I smell it. I also have a few quirky things around (like my pet rock from my childhood) that reminds me to smile and be curious.
Conduct Your Conversation with Authenticity
- Be authentic: Don't try to be someone you're not during the sales call. Be genuine and authentic, and let your passion for your services shine through. This can help you build trust with the prospect and establish a long-term relationship.
- Build rapport: Focus on building rapport by showing genuine interest in their business and needs. This can help you to establish trust and credibility, and to differentiate yourself from other professionals.
- Practice active listening: During the call, make sure to actively listen to the prospect. Pay attention to their needs, concerns, and goals. This can help you tailor your pitch to their specific situation and build rapport with them.
- Stay flexible: Be open to changing your offer or approach during the call based on your prospective client's responses. Flexibility can help you adapt to their needs and demonstrate your willingness to work with them.
- Show gratitude: Show gratitude for their time and consideration, regardless of whether or not the sales call results in a sale. This can help you to build a positive relationship and to leave a lasting impression that could lead to future opportunities.
Resources
*Disclosure: Some of the links on this page are affiliate links. That means that I may get a small thank-you commission (at no additional cost) if you choose to purchase a product from the mentioned company. I only refer you to programs run by people I know or have participated in, but please use your judgment to decide if this is right for you. I also participate in the Amazon Services LLC Associates/Influencers Program, an advertising program designed to provide means for sites to earn advertising fees by advertising and linking to Amazon.com. If you would prefer that I not receive the referral commission, feel free to Google the company and purchase directly.
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What Do You Do?
I'm curious. How do you prepare for sales conversations?
Until we talk again,
Live Fully — Love Openly — Laugh Often — Leverage Your Brilliance — Connect Authentically — Get Your Message Out — Serve with Impact — Prosper Everyday
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