Selling with ease
Over the past 20+ years I’ve worked with a lot of coaches and consultants to help them create 6-figure businesses, as well as multiple 6-figure and 7-figure businesses. What I’ve learnt is that the reason why some coaches are more successful at selling than others is what I call ‘The Shift’.
A lot of coaches make the same mistake when it comes to selling. They approach it from a transactional basis. They aim to sell by saying,
‘this is my programme, this is what it entails and this is what you get for the price’.
They forget to emphasise
- the benefits,
- the value
- and, most importantly, the transformation.
What your clients want to buy from you every single time is the transformation.
Sure, they want to know the ‘nuts and bolts’ of your offer but they also want to know if it’s going to shift them internally.
They want to know if after working with you their life or their business will be different.
Selling with ease
It’s an internal thing
Your client is seeking that transformation. You are in the enviable position of being able to empower them to make it happen and stay committed to getting that desired result – liberating them from any limiting beliefs they may have along the way.
Seen from that perspective, what you’re really selling is an ability to bring about a shift from how someone has been showing up in their life until now and how they can show up in their life in the future in ways that take their professional or personal performance to new heights.
Selling with ease
Here are five top tips to keep at the forefront of your mind when it comes to selling. These will help you sell with ease and with confidence.
Just as with coaching, when you’re selling you need to be in active listening mode. Where most coaches go wrong is that they become too eager to talk about their service, their offer or their programme. While this is understandable, any good sales conversation needs to be two-sided. To sell incredibly well you first need to listen.
Make sure your potential client does most of the talking for the first 30 minutes of your meeting and encourage them to open up – ask ‘smart’ questions which will make them think and provide you with detailed responses.
Have your questions prepared and ready so you can refer to them. I know this is a simple activity but it is shocking how many people turn up for a sales meeting wanting the person to buy from them without even having thought about what questions they might want to ask.
When it’s your turn to speak keep it concise and practice how you’ll tell your potential clients what you do in no more than 10 minutes. Keep it simple and find out what element of your offerings they are most interested in and then expand from there.
Remember for a lot of people it takes more than one conversation to commit to working with someone because they have to go through their buying process and that can take time. The key is to keep nurturing any contacts you make and not to simply give up if your first attempts at selling aren’t successful.
If you would like any help with selling then I run an AMAZING course which supports you in the selling process for 12 months – it’s how lots of my clients create £10K months.
And if you need help with converting conversations into paying clients then I have the perfect solution:
Sales Mastery – Conversations that Convert to £££s
Feel confident about selling. Get excited about having your next sales conversation and sell with confidence and ease.
Or to put it another way – learn to sell like a ninja and eliminate the ups and downs of the feast or famine months and put your money worries to the bottom of your list