For entrepreneurs, coaches and consultants, sales are the heart of our success. So why do so many of us, take our hearts out of the process? Sales is service. If we aren’t engaging heartfully with others in our business, we will not have the opportunity to serve.
Sales is a mindset as much as it is a set of skills. Adopt a sales mindset and you can begin to serve a larger audience. Give yourself permission to become masterful. Practice with every conversation you have.
Follow these 5 simple ideas and you will be on your way to Sales Mastery.
- Have a goal
- It may sound over simple, but many don’t take the time to craft monthly sales and action goals for their businesses. How much money do you want to take in this month? Give yourself a bit of a stretch goal. Then break it down to activities. If you know your closing rate is 50% and you want to make $_____, how many conversations, complimentary consultations will you need to have?
- This month I will make $_______________. I will book ___ complimentary consultations. I will do ___ reach outs.
- What are measuring?
- What is your business model? What activities lead to sales? Are you tracking those activities? For more details, here is a more detailed blog http://www.new.maryoconnor.biz/track-want-attract/
- Great examples are of things to measure to ensure that you will hit your sales goals are: free complimentary consultations, reach-outs by text or by phone, personal emails, private LinkedIn messages, speaking engagements or workshops, events or demonstrations.
- Schedule the time for sales follow up
- Set aside time at least twice a week for a minimum of two hours to do your following up. If you don’t have it in your schedule, it’s not going to happen. Personally contact people you have met at networking events, that attended your workshops or speaking engagements, or people you have already spoken to that haven’t committed to working with you yet. Monday and Friday morning or afternoon is a great time to complete the follow-up for the week.
- Before each call, picture that person in your mind and consciously send them some loving energy. Imagine them being happy to hear from you. See them open to your invitation. Expect them to say yes. Starting out with the most positive vibration and then invite them to play. Remember that a “no” is just a “no for now”, not forever. Keep inviting them.
- Master the enrollment conversation.
- An effective enrollment conversation is all about deep listening and asking thoughtful, relevant questions. It takes practice. Writing out a script or outline can be extremely helpful. That way you will not get off track in a million different directions and you can stay focused on helping that person get clear on what they really want. Practice 10 times with “safe people”, like friends or some of your current clients to start. It takes at least 100 times to gain mastery in the enrollment conversation.
- You are guiding your potential client through change and helping them see the awesome opportunity that you have for them. Here are the basic “enrollment conversation” questions:
What do you want in the next 6 months?
Briefly, what is your current situation?
What is in the way of you accomplishing that goal?
What have you tried in the past?
What would be possible for you if you achieve your goal?
What would that feel like?
On a scale of 1-10, how committed are you to reaching that goal?
- Invite people to work with you
- People want to be personally invited. A generic post on Facebook is not enough. What is the promise of your work with people? Let people know exactly what results you can provide and give them opportunities so see what working with you is like. What problems do you solve? What is a recent success story?
- Have a system for following up and inviting people into your business. Get into the habit of inviting people to work with you personally. Be open-minded about the outcome. They may not need your services right now, but when they do, they will remember how present you were in the conversation. They may also refer you if they had a positive experience with you.
Sales Mastery is not something you arrive at after a weekend workshop. It is a practice that is ever evolving, adapting to each person and their needs. With practice, you will develop ease and respond more skillfully in the conversation.
Follow these 5 simple steps and keep practicing. For more great blogs about sales mastery visit Mary’s website http://www.new.maryoconnor.biz/blog/
Mary O’Connor is the founder of The Ecstatic Entrepreneur, a training company that helps visionary entrepreneurs create highly profitable businesses.