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By: Katarina Kovacevic
It takes a special type of person to really love the sales process. If you’re an entrepreneur or business owner who gets nervous at the thought, know that you’re not alone. Before your next sales pitch or new business meeting, try making the following shifts to your mindset and see how they improve the process.
- Start With An Understanding That You’re Deserving Of Abundance
First of all, you’re never going to feel “good” about selling if you feel underserving of making money. So, remind yourself that you’re worthy of money and prosperity, and that your product or services are valuable. Because they are valuable! Money, when you think about it, is just an exchange of energy. You give something to get something. It doesn’t define you or your inherent value. It’s not dirty. And it’s not wrong to want money. Money is most definitely not the most important thing in life, but it sure as hell can bring stability and freedom—two things every human being (including you) is deserving of!
- Speak To Your Customers Like They’re Friends
I’m not saying to getting incredibly personal and awkward with business prospects, but viewing your clients and customers as “friends” can take a lot of pressure off of the sale. If a friend came to you with questions about your product or service, what would you tell them? How would you explain to them the benefits of buying from or working with you? Take that same honest, authentic and informative approach with your clients. You’ll be better able to communicate your business’ value in a way that’s easy to understand, which will help increase the likelihood of a sale.
- Connect The Dots, Paint The Picture—You Get The Idea
How will your product or service improve your customer’s work or personal life? When you’re out promoting your business, it’s important to “paint” that big picture. Start with the end result. What will your client’s life look like after working with you for 3, 6, 9 or 12 months? How will their daily life improve after just one round of your product? What is the real and tangible result of working with you? Focus on that!
- Listen More Than You Talk
No one—and I mean no one—likes getting on the phone or into a meeting with a sales person who spends the entire time yammering away about themselves or their product. It doesn’t matter how good the product or service is. When I’m in a “sales meeting” situation, I find it best to listen more than I talk. There’s the initial greeting and small talk, my (short but snappy!) sales pitch and then I spend the rest of the time asking and answering questions from the potential client, learning about their needs, their goals and their pain points. If I can speak to these questions during the meeting, I do (quickly). If not, I follow-up with an email that addresses their most pressing concerns.
Tell us—what are your most successful “sales mindset” tips or tricks? Share them with the Thrive community by leaving a comment below!
Katarina Kovacevic is the owner of Redefined Communications, a company offering blogging and ghostwriting services for women in leadership, and female-focused and purpose-driven businesses.