Ahh, Fall. It's my favorite season on the year. Something about the crisp, mountain air gets me motivated and inspired to create. Although here in Colorado, the air isn't quite so fresh as the wildfires sadly continue... If you're on the West Coast or in the mountains near the smoke and fires, please be safe!
Despite all that's going on, I've still managed to hit my usual creative stride of the season. I've been working on a few new things and the topic of SALES has been on my mind. Like, a lot.
I've been working with a world renowned sales coach, I'm creating a course on sales and a class on lead generation, and it's a harvest season, which means sales and fruition abound!
But if that's not the case for you, I've got some insights as to why that might be.
In case I haven't mentioned it lately, I've been in sales for two decades now so I've learned a thing or two about what to do and what NOT to do.
Here are the top 3 reasons I find that people aren't closing the deal:
Your insecurity stinks and it’s driving people away.
Like it or not, we bring all of our “stuff” to all of our relationships, including our relationship with potential clients. So when you’ve got that nagging inner critic, fear, or Impostor Syndrome hanging around, it’s going to show up when it’s time to sell.
The tricky thing is that this shows up as energy that your client FEELS, no matter what you SAY.
When you’re insecure or desperate for the sale (hey, you gotta pay the bills, right?), that energy will REPEL a client faster than you can say, “cash or credit?”
The only way to overcome this is to do the inner and outer work necessary to heal any wounds and build your confidence - which generally isn't that difficult or time consuming.
Your offer isn’t what your people want.
There’s a sweet spot when it comes to packaging your services. The trouble is that many people are not putting a program together based on what your client actually WANTS.
Either you get too focused on talking about the tools, methods, or other bells and whistles that help your client get results, OR your program isn’t structured to actually give your clients the end result they want.
You aren’t going to get that beach body from one single personal training session, no matter how fancy the equipment is, now are you?
When you make this mistake, your potential client won’t buy because they don’t believe they’re actually going to get what they want and you both lose out.
You don’t know how to close the deal.
No one wants to feel rejected and no one wants to feel sold to. So when it comes to the end of a sales call, an invisible wall will start to rise on both sides of the conversation, dramatically lowering your chances of getting a yes.
If you can drop in a few simple, disarming phrases throughout the conversation, you can bring those walls down, allowing for an easy sell when the time comes… or better yet, you can have your potential client ask YOU how they can hire you. No rejection, no sales slime, just pure integrity and warm fuzzies all around.
Does any of this sound familiar? Where do you get stuck? Comment below and I promise to get back to you with a quick fix.
Until then, I'm wishing you a wonderful season of reaping all you've sowed this year so far!