We were fortunate to have sales expert, Catherine Watkin, talking to us about getting more confident with our sales in our October meeting.
Some of the key takeaways from her talk:
We need to remember to put our client’s interests first.
A sales conversations should always be a win/win situation and we need to think about guiding our clients along the right path for them ensuring that you know the route and any potential pitfalls.
Think of sales as a service
It helps to be sensitive and read the other person’s energy so you know when to say the right things to them. The sales relationship starts from the first interaction with the potential client, whether that is online or in person. It’s not just the actual sales conversation.
Offer a discovery session
Offer some sort of trial or introduction to your services so you can see if you like each other and can work together.
Keep control of the relationship
- Get your follow up date arranged before you leave or finish the sales conversation.
- Get paid in advance of the service you are delivering.
Have a sales process
You need a structure to ensure you don’t miss anything and that you guide your client to the best solution for them.
Be confident on the value you deliver to your clients
If you are confident that the value you deliver far outweighs the investment the client will make it will be apparent in your conversations and your voice. Believe in yourself and what you do at the price you charge.
Offer a guarantee
Offer a 100% money back guarantee. If you are confident in what you do this should be easy.
Wrap up the details so that the client is excited and committed to working with you.
Once all of these are in place then you should be able to help lots more clients in an authentic and comfortable way that works well for both you and them.
If you’re interested in Catherine’s training (and I highly recommend it) check out her website here. www.catherinewatkin.com and sign up for her FREE video course “The 7 Steps to “Yes!” Get More Clients Saying Yes Without Being Pushy”.
Some of the photos from October’s meeting.