Today, let’s talk about how to prepare for your sales call!
Watch the 11-minute episode here
Or listen here
Yes, sales can be tricky and I know you don’t want to come across as sales-y or pushy.
But like it or not, sales moves the money into your business.
Without sales, nothing happens.
So instead of fighting it and resisting it (what you resist, persists), let it be easy for you.
Here are my 3 top tips on how to prepare for the sales call so you can start looking forward to them!
Top Tip 1: Nurture Your Energy
Don’t come at the sales call with a desperate energy or a ‘I hate sales’ energy. Your potential client can spot it a mile away. In fact, they can spot it a hundred miles away! Instead, think about how you want to come across and the energy you want to bring to the situation.
Do you want to be calm? Serene? Full of poise? Standing in your power? Confident?
Focus on how you want to show up instead of focusing on why you hate doing sales calls or how much you need to make a sale!
Think about the different ways you can raise your energy and vibe.
My favourites include taking a few minutes of silence to centre myself or having a little dance (sorry neighbours!!)
Top Tip 2: Be Curious
It’s very easy to fall into the trap of thinking every single sales call will result in a sale and if it doesn’t, you’ll be devastated. The reality is not every appointment is going to be the perfect fit for you.
You might find you’re not the right person for the prospect, they may need something you don’t offer, you may not gel, you may find it hard to build rapport and a million other reasons why this call does not result in a sale.
And that’s ok.
Go into the sales call with a genuine curiosity about the person and what they need and see if you can help them.
Instead of having a set idea of what they need.
It’s happened to me a number of times – a prospect says they want to do one thing but by probing and asking the right questions, the solution ends up being something quite different!
Be curious and be open.
Top Tip 3: Be Detached From The Outcome
Ah that old nutshell. It’s hard to do this but so important!
Your abundance does not come from your clients, it comes THROUGH them.
Don’t put all your hopes and wishes on the shoulders of the prospect.
I know it can be tough when you really need a sale.
BUT all it takes is a simple perspective shift to make this work for you.
Instead of focusing on ‘I need this sale‘, ask yourself ‘how can I be useful to this person?‘
Take the focus off yourself and onto the person you’re here to serve.
And ironically the latter will garner you far more sales than the former.
By relaxing and detaching. That particular person may not sign with you but they may refer others to you.
You’re playing the long game so take your time and don’t kill your business with impatience!
Easy to say, hard to do but SO worthwhile.
OK lovely – your turn….which one is your favourite? Do you do anything to prepare for sales call? Want to share? Please do!
Love and hugs,