The number of conversations I have with women in business who say things like “sales isn’t my thing” or “I don’t want to be pushy…” is staggeringly high. I do not want to diminish anyone’s feelings because I know they’re very real. However, if you really want to grow your business and help more people – SALES has to be part of your business plan.
With that said, how do get over the fact that you think that sales is yucky, pushy, aggressive, and annoying? How do you change your mindset and get that general gross feeling?!
I’ve got good news and bad news.
Good news – you can TOTALLY master this. You can LEARN sales skills. You can work on your mindset and your skills and feel really, really good about the sales conversations that you’re having.
Bad news – it will take work. A lot of mental work. The hard stuff. The kind of work that pushes you out of your comfort zone. The kind of work that makes you do stuff you don’t like to do.
BUT – I promise, if you put in the work – you will see results.
Here are 3 things to think about to help get over your dislike of sales and start viewing sales as a way to help more people.
Selling is Helping
Your goal is to help people. You do what you do because you have an amazing gift to share with the world. In order to help more people – you have to sell your services! You have to sell your expertise. You have to talk to strangers, offer up your services, and ASK for money.
That’s it! Selling is helping.
When you sell someone your service – you’re helping them. Helping them reach their goals. Helping them master a new skill. Helping them move themselves forward in some way.Here’s the deal – you’re not always going to hear yes. But – when you help someone make a decision (yes or no) – you are genuinely helping them!
Selling is helping. Helping someone take a step forward. Helping someone say no. Helping someone make a decision.
Your service can change someone’s life
We’ve already established that the service you provide is helping someone, right?
If you’re a social media manager – and you can give a time strapped business owner back a few hours every week – that’s a HUGE deal. If you can help them generate more leads for their services – that’s a game changer for some people.
This is just one example, but the service you provide can literally change someone’s life. Even if it’s the simplest upgrade, tweak, or improvement – if it makes their life easier or their business better – it can easily be considered life changing.
That’s why you have to embrace selling. You are literally doing the world a disservice if you don’t. If you don’t sell you services, help more people, and change more lives – there are people missing out on what you offer.
I know it seems a little overly dramatic, but THINK about it. Think about the service you provide and the results that you get from your clients. Aren’t the results dramatic? Are their lives changed?!!
When you know, really, truly know, that what you do is life changing – selling becomes easier. Hearing no becomes easier. Have tough conversations become easier. Because you know that there are people out that need what you do – you just have to go out there and find them (we call that selling!)
Ask for Permission
Here’s the deal, my friend. You cannot strong arm someone into a sales conversation that they don’t have want to have. You cannot force them into talking to you. You can’t make them hand over their credit card information. You just can’t.
Now that we have that out of the way – we can see that selling being pushy or yucky seems a little….dramatic, maybe? You cannot force people into doing things they don’t want to do…
So, when someone agrees to get on the phone with you and talk about your program – but they don’t make a decision on that call – ask for permission to follow up!
“Sarah, I know that right now isn’t the right time for you, but it sounds like we’re still a really great fit to work together – can I follow up with you in a month or so to see how things are going?”
If Sarah says no, then your answer is no. If Sarah says yes – you BETTER follow up with her in a month or so. You have permission from a WARM prospect that is interested in your program, knows, likes, and trusts, ANNNDDD knows how much it costs. Follow up, follow up, follow up.
The key to non-pushy follow up is to always ask for permission.
“Can we talk in a week or so?”
“I know you want to talk to your husband before you move forward – can we chat this time tomorrow?”
“When would be a good time to follow up with you?”
“Is there anything else I can do to help you?
“Do you mind if I check back in a few weeks – see how things are going for you?”
All of these are non-aggressive, non-pushy ways to ask for permission to move the conversation forward. Here’s the deal – people can very easily answer NO to any of these questions. In which case, they’re not your person and you move on. But, when the say yes, it’s your chance to “over-deliver.” It’s your chance to keep winning them over and moving them closer to a yes – all with their permission!
This is just the start – when you put in the work and change your mindset – magical things can happen.
When you truly believe you can help people, when you’re 100% confident in the results you deliver for your clients, and when you have permission to follow up – you’re well on your way to having the business of your dreams.
These very small, seemingly very simple tweaks will make a monumental difference in your business.
If you want to chat, talk through these ideas, or just ask questions – please reach out to me directly – I’d love to help you.
Remember – you’re amazing and what you do!