I’ll be honest… I used to avoid “sales” conversations like the plague.
My first job in the “entrepreneurial” world was as an independent contractor to a speaker training business. I was hired to “enroll” new clients at half day workshops into a premium 3 day speaker training program for entrepreneurs.
I would get so nervous and anxious and quite honestly felt like a fraud.
But once I STARTED the conversation with people, it just effortlessly flowed out of me. I realised the more I focused simply on having a genuine conversation with people, the less “scary” it was.
I became so good at these conversations, that soon after I was asked to teach the art of enrolment (aka Sales) to this speaker trainer’s high-end premium clients.
Over the years, I’ve learned a lot about making sales – and there’s a few things that really helped me shift from “sales anxiety” into SOULFUL SALES that feels effortless and easy.
In today’s blog I’m breaking this down for you – so you can approach sales with the same ease and success!
Soulful Sales Tip # 1: Clear Your Fear of Rejection
I learned pretty early in the game that someone saying NO is never personal. The more we can internally clear our fear of rejection, the less we are bothered if someone says no to an opportunity we are offering.
And remember, just because someone says no now, doesn’t mean it’s a no forever. It’s all about finding the right balance between persistence and respecting people’s boundaries!
Soulful Sales Tip # 2: Move from Hard Sell to Heart Sell
I’ve never been a fan of the “hard sell” approach. In fact, when someone tries to hard sell ME, it immediately turns me off.
This always felt like a very masculine approach and I quickly realised this style of sales WAS NOT in alignment with my core values.
I learned how to SELL FROM THE HEART – which for me meant coming from a place of service and GENUINELY wanting to support someone in moving forward and helping them solve a problem or achieve an outcome they desire.
Soulful Sales Tip # 3: Stop Selling Your Services, Start Selling Solutions & Outcomes
Rather than talk about how great your services are, you should be more interested in how you can support someone in solving a problem they have, achieving a core desire or goal they have, or helping them get from where they are now – to where they want to be.
Stop talking about your services, and start talking about the outcomes you can support your people with!
Soulful Sales Tip # 4: Don’t Be Attached to the Outcome
This can be a challenge especially at the beginning when you’re really wanting to attract more clients and customers. A good rule of thumb is to act as you would if you were fully booked and already running the business of your dreams.
You want to help people say YES to themselves and be 100% committed to their transformation, but you know if they’re meant to work with you they will. If they’re not, they won’t. It’s okay either way!
Soulful Sales Tip # 5: Help Someone Make the Right Decision for THEM – even if it means NOT working with you!
Recently I had a conversation with someone who was considering doing some 1:1 work with me. After talking back and forth, I suggested that maybe she should wait and there was always the potential for us to work together later on. I said this because I genuinely wanted her to do the right thing for HER.
I’ve also had potential clients come to me who I’ve then referred to someone else who I thought could better support them. I’d rather someone get the RIGHT support than make the sale and it not be the right decision for them.
So there you have it, 5 Soulful Sales tips to help you sell your offerings, not your soul!
What’s your experience with sales? Do you love it? Find it nerve wracking? Share your experience with me in the comments below!