If you are a small business owner like me, you love what you do, but you cringe at the thought of having to sell your services. Just give me all the clients I need without me having to actually go through the selling process.
For most people, the word ‘sales’ brings up images of trying to get people to buy something whether they need it or not. It is all about the sales person closing the deal and not about the buyer.
It is actually easy to turn around your concept of ‘sales’. If you have a service that is there to help people, then the sales process is there to help both you and the prospect to see if there is a good match. The objective is not to shove your service down their throat just so that you can bring in some cash. The ultimate objective is to help them with the service that you provide.
Instead of looking at an upcoming sales conversation with dread, look at it as an opportunity to be of service to the prospect. Become unattached to the outcome of closing a sale or not. How could the conversation be of service? Some of the ways are:
- You uncover what has been holding the prospect back from achieving their goals
- You realize that your service can help them to move forward toward meeting their goals
- You help them to see what kind of help they need at this time, whether you can provide it or not
- You help them to make a decision that is in their best interest
- They sign up for a program that is going to benefit them far beyond this one conversation
The sales conversation takes time and practice to ‘do right’ and to be natural. The first step though is to change the way we view the process and have it be authentic for us. Try this on for size and see if it inspires you to start learning more about sales.