When you think of jumping onto a zoom with a potential client, or going old school and meeting in person or on the phone, what comes up for you?
Do you recoil from the mere thought? Do you feel fear or overwhelm? Do you want to busy yourself asap with tidying your desk drawer or worse… your digital folders and 101 opened tabs.
For many service-based business owners, the thought of sales calls, or as some people call them ‘discovery calls’ can be daunting or downright awkward.
The uncertainty of what to say, how to say it, and the fear of coming across as too pushy or salesy can be overwhelming. It’s a really common challenge and you’re not alone.
Owning your own solo-person business, there are so many hats to wear right? You’re not only the expert delivering your actual services, you’re also the head of marketing, finance, operations, customer service, chief tea maker… the list goes on…
However, one of the most important roles, whether you like it or not I’m sorry to say, is head of sales. You know what I’m about to say: that without selling or making sales, you’re not in business.
Sure, you can bring in clients fairly easily when you get referral clients where there is little to no sales required. But for how long? And, are they the best fit clients always?
Having the ability to sell well is going to be a skill you’ll need throughout your business ownership journey.
The thing is, a lot of people dislike… or even hate selling. And understandably so! I mean, think of all the crappy sales experiences you’ve had. I can think of countless experiences from the following types, how about you?
- High-Pressure Tactics: Encountering salespeople who use aggressive tactics to push for a quick sale, making the customer feel pressured and uncomfortable.
- Lack of Personalization: Dealing with sales reps who clearly haven’t done their homework and offer generic pitches that don’t address the specific needs or interests of the customer.
- Misleading Information: Experiencing situations where the product or service was misrepresented in the sales pitch, leading to disappointment and mistrust.
- Over-Promising and Under-Delivering: Salespeople promising results or features that ultimately aren’t delivered, resulting in a loss of trust and credibility.
- Ignoring Customer Concerns: Sales reps who are dismissive of or don’t adequately address the concerns or questions posed by the potential customer.
- Intrusive Follow-Ups: Excessive and intrusive follow-up calls or emails that border on harassment rather than helpful customer engagement.
- Lack of Product Knowledge: Encountering sales staff who lack sufficient knowledge about their product or service, leading to a lack of confidence in the purchase.
- Ignoring Customer’s Budget: Sales reps who consistently push products or services that are clearly outside the customer’s stated budget.
- Cold Calls at Inconvenient Times: Receiving unsolicited sales calls at inconvenient times, like early mornings or late evenings.
- Rude or Unprofessional Behavior: Interacting with salespeople who are rude, unprofessional, or show a lack of respect for the customer.
- Long and Ineffective Sales Presentations: Sitting through lengthy sales presentations that are not engaging or relevant to the customer’s needs.
- Lack of Follow-Through: Salespeople who promise to get back with more information or assistance but never do.
It’s because of these experiences that we recoil from selling. We do not want to be this kind of person, or use these ‘tactics’ to bring in new clients.
It’s gross and it doesn’t align with your values and integrity. So, you avoid selling… or you do it but you’re not getting the results you want.
Deep breaths dear reader, I do not want you to become that sleaszy sales person either. In fact, here’s some great news right off the bat… your integrity is what is going to make you have great sales skills. Your potential clients WANT and NEED you to be who you are, with your good values, your high level of integrity, your care-factor… They deserve these things and want to work with someone who has them.
If you think, well ok great I have these attributes… so why arn’t I any good at selling?
The missing pieces of your puzzle are not character based (thank goodness, because I struggle to train/teach/coach/mentor that in people). The missing pieces are:
- sales mindset,
- sales strategy,
- sales process and
- sales communication skills.
These 4 steps make up my 4-step framework that I work with my clients on a 1:1. These 4 steps have people going from feeling awkward and underprepared for sales calls to seeing them face their sales calls with confidence, certainty, and a sense of inner calm. This approach is not just about making sales—it’s about creating comfort and confidence in your interactions with potential clients. What a great place to start off a client relationship.
Each of these 4 steps need to be tailored to you and your business. The importance of a tailored sales strategy and process, cannot be overstated. They offer a clear roadmap, guiding you through each stage of the client interaction. From knowing how to prepare before a call, to mastering the conversation during, and what to do after the call is over. This structured approach takes the guesswork out of the equation. It empowers you with the tools and techniques to engage with your potential clients in a way that feels natural and authentic to you and them.
Having a clear sales strategy and process is especially helpful for those who are not naturally inclined towards sales and selling. It provides a framework that aligns with your personal style and values, ensuring that each call feels less like a sales pitch and more like a meaningful conversation. This approach helps in building trust and rapport with potential clients, making the sales process a fulfilling and less stressful experience.
In this blog, we will delve into the critical elements of these 4 steps so that you can see how crafting a tailored sales strategy and process will benefit both you and your bottom line but also any potential person or business you speak with on each sales call.
You’ll soon see how to match your unique business ethos with the needs of your ideal clients. We will explore how to align your vision and mission with your client interactions, understand and articulate your value proposition, and seamlessly integrate these into your sales calls. The goal is to transform your perspective on sales calls, turning them from a source of anxiety into opportunities for growth and connection.
Let’s get going on this journey together, shaping a sales strategy that not only drives your business forward but also aligns with who you are and how you want to connect with your clients.
Step 1: Cultivating a Positive Sales Mindset
The first step in transforming your sales approach is to develop a positive sales mindset. This involves shifting your perspective from viewing sales as a daunting task to seeing it as an opportunity to connect and provide value to others.
Embrace the belief that your services can significantly impact your potential clients’ lives or businesses. By cultivating a mindset of service, empathy, and value, you lay the groundwork for genuine and effective sales conversations. Your potential client will absolutly feel the difference in this conversation type, they’ll immediately feel more at ease knowing that you’re there to provide help to them and not just push them into something they essentially don’t want to do.
Step 2: Strategic Sales Planning
Your sales strategy is your roadmap. It should clearly define who you’re wanting to work with, what their needs and pain points are, and how your services provide the solutions they need. This step requires a deep understanding of your ideal client – what drives them, what challenges they face, and how they make decisions. With this knowledge, you can create targeted messages that resonate deeply, increasing the likelihood of conversion.
But it’s not all about your ideal clients. This step also requires you to take a deeper look into what drives and motivates you.
- What’s your vision for the coming year?
- What’s your mission?
- What are your values and what do you stand for?
Knowing these things and being able to articulate them helps you find greater motivation when the going of business gets tough (and it does from time to time, am-I-right?!) It’s also hugely helpful to share some of these on calls with your prospective clients, they want to know more about you and what you stand for. Sharing some of this information, at the appropriate time on the call, can foster a greater connection. Connection is at the heart of any potential new business relationship.
Another key part of your sales strategy is knowing your UVP, Unique Value Proposition, this fancy sounding title is just a way to easily describe to people what it is you do and how you can help them. I’ve heard some people describe it also as a Elevator Pitch, cause you need to describe what you do in as quick amount of time as someone riding the elevator with you. Anyway, whatever you call it… the intention is the same. What is it you do and how can it help who you’re wanting to help?
Which then comes to what your offer actually is. Oy boy, this is a biggie… often people get super caught up in this or super not caught up in this. It’s usually way over engineedred or barely at all. Find a clear way to package and price your services is a big key to effective sales conversations.
A hint here on where to get started on this? What is the transformation you provide for your clients? Where are they at when they come to work with you and where are they when they’re finished working with you? That is your transformation journey right there. Map this out and your on your way to crafting offers that actually mean something to the person your want to sell them too.
Step 3: Streamlining Your Sales Process
Ok, so now we’ve talking about your sales strategy… now to bring it all together to help you have an actual effective sales conversation. A structured sales process, aka what you do before on and after a sales call is key to consistent and successful outcomes.
This step involves designing a clear journey for your potential clients, from the initial contact to welcoming them as your newest client. It includes developing a systematic approach for follow-ups, nurturing leads, and efficiently handling objections. A well-defined process not only makes you more confident but also ensures a pleasant and professional experience for your clients.
Step 4: Mastering Sales Communication Skills
The final step revolves around enhancing your communication skills. This encompasses not just what you say but how you say it. Learning to listen actively, empathize with your clients, and articulate the value of your services in a clear, compelling manner is crucial. It’s about building rapport, trust, and understanding – ensuring that each interaction is client-focused and solution-oriented.
Crafting Sales Conversations that Convert
By integrating these four steps into your sales strategy, you create a powerful framework for authentic and successful sales conversations. Remember, the goal isn’t just to make a sale; it’s to build a relationship based on trust, respect, and mutual benefit. When you align your sales approach with your values and integrity, you attract clients who appreciate and resonate with your authenticity.
Now that we’ve explored the essential elements of a winning sales strategy and process, it’s time to take your sales conversations to the next level. To help you in this journey, I’ve created a detailed guide: “The 4-Step Framework for Authentic Sales Conversations That Convert.”
Ready to Dive Deeper?
If you’re eager to transform your sales conversations and see real results, download my comprehensive 4-step framework. It delves into each step in more detail, offering practical tips and actionable strategies to enhance your sales effectiveness.
Download Your Free 4-Step Framework Guide Now!
Start your journey towards more authentic, effective, and fulfilling sales conversations today. I can’t wait to see the incredible impact this will have on your business and your clients!
