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The Top 10 Mistakes Speakers Make That Undermine Their Message and Ruin Their Results!
Sales coaching is one of our specialties. Yes, we focus a lot of attention on the best ways to market yourself, so you’re making the best use of your time, effort, and money. You just can’t afford to waste those precious resources, as we see so many business owners doing. But here’s the thing …
WITHOUT THE ABILITY TO CONVERT A PROSPECTIVE CLIENT INTO A PAYING CLIENT, THE BEST MARKETING IN THE WORLD WON’T DO YOU ANY GOOD.
The ability to attract their attention and interest them in what you have to offer is a critical skill, no doubt about it. But it’s not enough.
Helping guide prospects through the deliberative process that leads up to the point of making a buying decision is important. It’s a big part of what we help people with in our sales coaching. But it’s not enough. Having a prospective client who believes working with you is a good idea and having him or her actually sign up are two different things.
THE HEART OF SALES COACHING LIES IN BEING ABLE TO HELP YOU GRACEFULLY … AND WITHOUT ANY PRESSURE WHATSOEVER … ALLOW THE PERSON TO ARRIVE AT A CLEAR YES OR NO BUYING DECISION.
Yes or no? What’s that about? Isn’t no an unacceptable answer?
That’s what most sales training would tell you, but it isn’t so. What’s unacceptable is the lack of clarity that comes along with a maybe … an “I’m not sure.”
Why? Because you haven’t done your job, and that’s to arrive at the best answer for the client. Yes, they may need some time to think about the decision. We’re not saying this has to be an on-the-spot decision. That would involve pressure. It just has to be clear, and your job is to help them reach it.
BELIEVE IT OR NOT, ONE OF THE SIMPLEST WAYS WE SEE PEOPLE FALL SHORT IN HELPING PROSPECTS REACH A CLEAR DECISION IS THEY SIMPLY FAIL TO ASK FOR THE BUSINESS, OR THEY DON’T KNOW HOW TO DO IT,
AND SO THEY STUMBLE AND BUMBLE.
“Making the ask” requires knowledge and skill. It’s something you have to practice.
Selling is an art, and we’re not talking about learning a bag of tricks and skillfully applying them. We’re talking about knowing what to say and when to say it, so you facilitate the process of getting clients what they need. If that’s working with you, great. If not, what is it they do need?
OUR JOB IS TO SHOW YOU HOW TO HANDLE THE PROCESS LIKE A TRUE SALES PROFESSIONAL … ASKING MORE THAN TELLING … LISTENING MORE THAN TALKING … ALLOWING PROSPECTS THE FREEDOM TO HAVE DOUBTS AND CONCERNS WITHOUT STEAMROLLING THEM INTO SUBMISSION … GIVING THEM CHOICES THAT MAKE IT EASY FOR THEM TO SAY YES … SCHEDULING A FOLLOW-UP TIME TO TALK IF THEY NEED TIME TO THINK ABOUT IT.
The list goes on.
That’s what sales coaching and sales consulting are all about … and why we love it! Because, unlike the image so many people have when they think about sales, you’re helping people get what they want and need … sometimes desperately want and need … and that feels good. You’re helping change lives for the better.
And that only comes from knowing how to sell.
Would you like to feel more confident and comfortable in your sales conversations? If so, contact us, and let’s schedule a time to talk about what might be getting in your way.
“I engaged Denise as my success coach immediately after hearing her speak about her high touch marketing approach to growing a business. The best part is that her formula isn’t sales hype at all, nor is she a salesperson! Neither are most of us. That’s why her approach is so effective and feels comfortable.
Every meeting we had was filled with amazing value and examples that inspired actions that I could implement moments after each call. She has a practical, almost magical, approach to marketing, and her formula for success works like none other! She transcends all professions as she teaches you her simple and easy to use formula for getting business, and does it in a fun, productive and uncomplicated way.”
EXECUTIVE COACH & BUSINESS CONSULTANT, CHALFONT, PA