Common Phobias: The Dreaded Sales Conversation

Elizabeth Clark Mindset and Marketing 14 Comments

Afraid of sales conversations? Relax!

Relax with your Sales Conversation

Relax with your Sales Conversation

The sales conversation, aka enrollment conversation can be fun, effective and profitable. Here are a few tips to get you started.

Tip #1 Reframe What You are Doing

You might be looking at the sales conversation as something to dread because you feel pressured make the sale.  Have you considered changing your perspective? Shifting your thinking? Simply focus on being friendly, helpful and giving great service. When you give great value with a helpful friendly attitude, you increase the possibility of them desiring to buy your offerings.

Tip #2 Make it a game

In addition to rewarding your sales, reward any actions towards a sales conversation in fun ways. If it usually takes 25 phone calls to make one big sale, make a chart for the wall and put a big coloured star each time you have accomplished 5 calls. See how many stars you can get in one morning, or one week, depending on the usual length of calls! Have fun with it!

Tip #3 Celebrate All Successes – Miniscule or Gigantic

Celebrate every sales conversation you have; they are all wins and they all create momentum. Celebrate the no’s you have under your belt because you are on your way to yeses. Remember that sales is a numbers game, and as you learn your numbers, you can estimate how close you are to a sale.

Tip #4 Set an Intention

Set an intention to have 10 sales conversations or to invite 20 people to sales conversations. Give your conversation a fun name that will attract your target market: Discovery Session; High Income Session; Wealth Unlimited Session; Lose that Last 5 Lbs; or Attract That Special Woman.

Tip #5 Decide to Become Great at Sales

Commit to improving your sales knowledge and application.

Keep learning and keep applying. Learn and apply. Learn and apply. Repeat. Repeat. Repeat.

Those are just starter tips. Please share some of your favourite tips.

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Comments 14

  1. You know, there was a time when I dreaded sales conversations. That’s because I was stuck in a frame of mind of what I knew up to that point (have an ex who was a telemarketer—ugh). Now I look forward to them, and I’ll strike up a sales convo anywhere. You know why? Because it’s just getting to know someone. Example: Today at Starbucks while waiting for my writers’ group to show up, I started talking to a woman at another table. This is outside a Barnes & Noble, so I’m always looking to see what people are reading and if it’s my genre, I can get to know them a bit first and then tell them about my novels.

    But…only if I get the feeling they’ll be interested. This woman wasn’t. So we just chatted, which was fine. Then one of my friends showed up and it’s clear to me she’s not used to selling. She started in with the small sales pitches, so it was kind of awkward. Funny how after you’ve been doing this for a while you can spot the newbie mistakes. That’s okay, she’ll learn.

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      Yep, Deb, sales conversations can be fun! Love the discernment and intuition you’ve mastered as you’ve increased your awareness of who is interested in having a sales conversation.

  2. Great points Elizabeth.

    Things got easier for me when I stopped thinking I was selling and realized I offer a solution to a problem.

    Next, I stopped worrying about making the sale. When my solution is the right one for the potential client, she’ll find me and she’ll want what I’m offering. That alleviates the desperation that can come with making a sale.

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      Love that comment, Elaine! I do a similar thing… I give an enrollment conversation, and just leave it up to the universe. The less I worry about clients signing up, the more attractive I am to potential clients.

  3. Elizabeth, these are really solid tips and it can help so much to approach “sales” in a playful and fun way! One of my favourite tips is to focus on the value of what I have to offer as then it makes the conversation less “salesy” and more a way of sharing something that can really help the other person! This is a great topic as so many of us find it “dreadful” to have sales conversation and so there is so much juice to squeeze out here. Love it!

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      I love that you comment on focusing on the value of what you have to offer, Gabrielle. Another hint is to write down all the value and all the benefits you offer, so they are crystal clear in your mind and easily accessible to share.

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  4. So many great tips here Elizabeth.

    In my sales management experience I found that being authentic to your personality is crucial to great sales success. Trying to be someone you are not never works and that becomes very apparent when you’re with a potential client; especially, if the sales process is a long one.

    Also, I would say be a great listener. Really hear what your clients need and want from you. Leave your agenda behind and concentrate on them.

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      Author

      Authenticity is a big one, yes. And really listening to hear what your clients want and need. Thank you, Wanda.

  5. Elizabeth, these ARE good tips. It’s not easy to reframe about something you dread, and the phrase “on your way to yeses” will stick with me! Thank you. x angela

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  6. Really great tips Elizabeth.

    I truly believe it’s easy to sell something you’re passionate about and much harder to sell something you’re not but there’s a fine line between overselling and underselling and I think that’s often a technique that needs more development too.

    For years I worked in sales selling insurance and I did well but I never felt I was lighting the world on fire until I started selling my own coaching services.

    Selling is a true art and I believe that anyone can become great at selling what they love.

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      So true, Jeannie. Selling is an art and it is a skill, and it can be learned by anyone who puts their heart and mind to it.

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