For you and for your client?
We were privileged to learn about ‘Selling from the Heart’ at the WIB October meeting with Catherine Watkin. Catherine is an expert in sales with over 20 years’ experience and she shared how being authentic is key to your success.
People buy from people they like, know and trust.
Set the scene and take the client on a journey showing you understand their needs and it should naturally lead to them wanting to work with you.
Do you know the origin of ‘sales’?
Selja = ‘to serve’ so think of sales as service.
Sales should feel smooth and easy. It should be a natural progression when you take your clients on a journey.
Think of your clients first
You need to put the needs of the clients first and have an authentic conversation where you behave naturally and believe in what you do.
Giving them reassurance that what you can offer them will help them with a problem they may be experiencing.
- Develop trust
- Then deliver your service
Some of the major challenges in sales are
- Closing the sale
- Not confident about pricing
- Struggling to articulate your value
- Not wanting to seem pushy or salesy.
Myths about selling
4 elements of heart centred sales
Connection on a number of levels
- Connection to the people you went into business to help
- Making the best outcome for your client a priority
- Switch the energy from fear and contraction to trust and faith
- You must really believe that working with you is the best solution for the client
- You must know that the outcome they will get is worth their investment
- The. Only conversations suddenly become much more comfortable
- Safety that they can trust you enough to work with you.
- Safety in the sales conversation – that you are not going to be pushing them into anything
- Faltering over the money stuff feels unsafe
- Have a system, e.g. a 7 step system, with a structure to guide your sales conversations you feel more confident and in control.
- Prevents getting caught up in friendly chat that feels good but doesn’t lead anywhere.
- Removes the need to learn and use ‘closing techniques’
- Ask questions and actually listen to the answers
- Offer a solution. Explain what you do and you may be able to help them
- Take the next step. Book a meeting etc.
3 tips for non pushy sales
- Set it up as a two way process. It might not be right I don’t work with everyone. Let’s have a chat to explore whether I can help you.
- Get permission. Thank you for sharing, it’s been very useful to help me understand your situation. Is it ok to talk about how I could help you?
- Rein in your passion. Temper it.
More about Catherine Watkin