03 Heart to Heart Sales
Successful Sales - the Third Pillar
Hi, and welcome to Heart to Heart Sales, The Podcast. It's the podcast for heart-led business owners who want more skills, who want to learn how to sell in a way that really never, ever, ever feels like selling because it's completely authentic and aligned with everything that they want themselves, their business and their clients.
Today's episode is around the third pillar, the final pillar that underpins Heart to Heart Sales. It's the way that I sell, it's the way that I teach sales. Once you are aligned, which is the first pillar, once you are connected, which is the second, you then need to be prepared.
I know that sounds, quite different, because the first two pillars are very heart led, aren't they? Very heart cantered – well, the preparation is that too.
The first example of preparation is around your discovery / curiosity / clarity / call with your clients, it’s knowing how that call's going to go, and I don’t mean the content of it, the actual conversation, I mean it’s how you start the call, what are the different stages of the call, what are those stage that give you the greatest chance of a yes at the end of it, assuming that the client's right for your service. That's the first thing. The conversation allows you to find out whether they're right for your service or not, and being prepared for the call means knowing the stages of the call so that you feel aligned, connected, and you’re able to make your offer. Preparing when to make your offer, at what point during the call, and being prepared for the conversation that comes after the offer too..
A sales conversation is an aligned, connected conversation, certainly to heart sales world. Using a framework helps you support that conversation, I teach one, but it’s really about; How are you going, introduce yourself? What questions are you gonna ask? And I do not mean a script, what I mean is have a few questions ready that keep conversation flowing, then it’s about understanding when, during the conversation, you'll decide to make your offer, how you are going phrase that with your client?
All of these things, when you do them regularly, what happens is your confidence grows, and I don't mean that ‘standing in the pricing that I don’t feel great in, so I’m vibrationally ‘off’, it doesn’t work, I’ve come across as a bit bolshy, energetically not there. Being sure of yourself is where the magic happens, my most recent conversation was actually at a higher price, but it felt so good, and so aligned.
That quiet confidence that what I do and what I offer really helps my clients transform, and it was what my client, what she wanted too. So that's where the connection comes in and the alignment, because we were both aligned with what I offered and what she wanted, but the preparation around the call meant that I was able to guide that call to a conclusion. Now I'm not guiding it to a yes or a no, I'm guiding it to a conclusion often that conclusion is a yes, because if somebody's on a call with me, they're already interested and all I'm doing is helping overcome any fears that they have any concerns that they have around the service that I offer. So that framework of being prepared for the call is really number one in the preparation side of the pillars.
The next is being energetically ready for the yes. To do that. You need to have thought through. What happens next? Have you got a payment method sorted, so that you can send a link out with the call. No, no I don’t mean taking the payment over the phone, although some advocate that.
All I'm saying is be ready, ready with the link ready that, you know, what's going to happen next because your client wants to know what happens next. So when they said, yes, it's about that's great, here’s what’s going to happen, I’ll send you a link, with the dates and times, with the information they need, whatever it is that helps your client feel prepared as well.
This doesn’t have to be complicated, a Paypal link will do, with an email summary of what they’re buying, but if you don't have those ready for when your client says, yes, well, your mind's already scrambling around
I don’t mean have everything in order, and have everything built before they come, before you start talking to people. I’m all for ‘just in time’ – but, you have to be sure that you are ready to prepare all of those things, because otherwise what you are doing is energetically saying, I don't really want the yes, because I'm not prepared. I'm not ready. Get yourself in whichever which way you need to be so that you are prepared for the yes. Because that invites it, it invites it in, you'll find that more of your clients embrace your offer because you're prepared.
So I'd like you to think about how you can get prepared, prepared for the conversations that you're gonna be having with your clients and prepared for the yes. When they come, because you will invite them in so much better. So thanks for being with me today. I really hope that you've got something from this idea of being prepared for the conversation in such a way that invites the yes. You know that you deserve every yes you receive, right?
If you've enjoyed what you heard today, I'd love to hear from you and even better, if you can leave a review, I’d be really grateful. I'm Becky Colwell, by the way, I don't think I said that at the beginning of this one today. So my name's Becky Colwell and I'm the founder of Heart to Heart Sales, and I love this way of life, I really do. I love imparting this knowledge, and I hope you've enjoyed it.
Take care for now.