What is getting in the way of your sales?
Truthfully, many people in business let their fears and stigmas around selling get in the way of their success.
Take my husband, James, for example. He’s an incredibly gifted high-performance coach. When he first started in the industry, he wasn’t a fan of the sales side of things. Like so many of us do, he thought about all of the negative stereotypes we associate with sales. (Yes, I’m talking about the sleazy car salesman pushing pieces of junk off of the lot to make a quick buck).
Maybe you can relate.
But why do we hem and haw before we finally decide to get on Facebook Live to talk about our latest product or service? Or feel so anxious before getting on those sales calls?
It all begins with passion and belief.
James recently spoke to the I Heart Coaching students all about his top tips for successful sales, and it was so powerful that I turned his workshop session into a podcast episode! I mean, it was really good information that can easily apply to your own business.
Now, of course, the training has already happened, but I didn’t want you to miss out on some of the most important parts.
That’s why I’m going to share James’ 3-step recipe for successful sales right here, right now…
1. It starts with passion and belief.
Successful sales stem from a palace of passion and belief. It’s a lot easier to talk about something you are passionate about and sell something you believe in. It’s that simple. If you wouldn’t sell the product or service to yourself, that’s a sign that you need to do some more foundational work before your offer is ready to market.
Try thinking about it like this; a sales call is simply having a passionate conversation about something you believe in. It’s sharing your passion with someone else. It’s being excited about how whatever your offer is can bring them value in their life.
2. Find your sweet spot.
Finding your sweet spot means determining what you are selling and who you are selling it to. Start by deciding what you are passionate about and how you can package that passion to produce results or benefits for others. Then, you need to find the clients who will benefit from that product or service. Once you’ve nailed down those two things, you’ve found your sweet spot.
Whether you’re packing your purpose as a product or service, it doesn’t matter as long as you’re passionate about the ultimate concept of what it is that you’re trying to sell. Then, you have to be ready to do the work to find the people who would be as passionate about your product or service as you who are (and learn as much about them as you can). Once you know them, you can influence them.
3. Nail your delivery with your expression.
Your expression in how you show up and how you talk about your offer is critical. It’s about how you show up in your ads, on your sales page, on Facebook Live, or on a sales call. Expression comes down to sharing your belief in what you are selling and showcasing the ROI of what you are selling. Before you get on any sales call, literally write out all of the ROIs of your offer. Have a full description of your program (or whatever the offer is) ready. Then you can explain the ROI in terms of their situation, pain points, and desires.
Expression is all about being a human being, caring about your potential client, and explaining your belief of how your offer will be amazing for them. Does money mindset get in people’s way of making a financial investment? Yes. But that is where you really need to do a good job explaining the ROI to potential clients. When they can truly see and feel that change as a possibility for them, they experience a shift that leads them to yes.
Remember, sales don’t have to be icky. They can (and should) be life-changing and exciting. Sales are about future value. You’re selling something that will make someone’s life better. I mean, it’s a total mindset shift when you can think about it that way.
At the end of the day, your best sales are going to flow in when you’re showing up as your best self. On your social platforms, on your sales calls, whatever it is.
So, how are you going to start showing up as your best self today?
P.S. Want to catch the entire session regarding sales? I don’t blame you. James has so much insight to offer that you don’t want to miss. Listen to the entire recording here to learn even more tips for mastering sales and approaching sales calls with confidence.