09 Why is being good at what you do not always enough to get sales?
Hi, and welcome to Heart to Heart Sales, the podcast, and it's for heart led business owners who want more sales, 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 and their business and their clients.
So if you're a coach, a consult. A service provider. If you speak with your clients before they say yes to what we do, then this podcast is for you. I am Becky Colwell and I am sharing everything that I know, everything that I learn so that you too can build your service led business, gain more clients, increase your income and stay a wonderful, authentic.
You so today, I've been really thinking about selling and what it means, what it's all about, because really most people feel like sales is at best persuasion and at worst manipulation. What I want to share with you is actually. In my opinion, selling is understanding how to describe what you do to someone who's potentially interested because let's face it.
Well, we're all very excited about what we've a achieved and what we've created, and we want to make sure people know everything about it. Yeah, the reality is we need to cherry pick what we talk about and what we don't and understand the signals and understand the conversations that we need to get into to really share the most pertinent information for that particular client.
But at the same time, how to ensure that they've got everything that they need to make the decision during your discovery call. There are times where you might even coach your potential client around their decision making, but it's never, ever, ever about manipulation or persuasion. But it might well be about supporting them to say yes.
And there's a big difference there. If the service isn't right for them, or if they're not right for you, then it doesn't go ahead. The whole deal. Doesn't go ahead. And that's really, really important for all of you to understand, you know, you can say no to clients. oh, I know. You'll bet you are sat there.
Think you all, I wish. You know, you've only gotta work with one or two clients who really aren't aligned with what you do. It's soon evident that it's time to say no to more clients like them. You get to know the clients that do benefit from your service and don't rely on you to do the work because, you know, the reality is I can teach skills, which I do what I also do as part of yes, please, with ease program is we practice and that practice requires you to do the thing that you've learned or how to do it.
There's no point gathering all this information. I think we've all been there where we've been on all of these courses, all of these free BS, all of these payable ones, all of it. And we get information after information after information. And this is amazing. The amount of information that we can gather particularly online now, really.
And a lot of it's available, um, for free. If you listen through enough things, you can get. But unless we take action on what we've learned, it's pointless doing all of this training and all of this, these courses and all of this learning because it, it doesn't appear by OS. We actually have to get into action.
And that's why, as I said, on my program, we really lean into practicing because at that point we learned to. Get our words out in a way that feels okay, that doesn't feel uncomfortable, um, that allows us to, to really come across as credible, because do you know, however well, you know what you do, however great you are at what you do.
However, amazing the results are that your clients get. If when you say my offer is X, if you stumble. Whilst saying that unfortunately for your client, it comes across as you not being sure of your service rather than not being sure about asking for money. That's the last thing we want to do, because the reality is you or you do great things.
You are sure about what you do. You're just not sure about asking for money and. It's such a shame and I see it time and time again. So what we do, we practice practice, practice, and it's something that you can do yourself. So here's something for you to do that really will help tremendously with your client conversations is practice in the mirror, asking for money.
I know, it sounds a bit cringy and a bit weird. I can promise you that even as the words come out of your mouth, you will probably feel uncomfortable and you'll probably feel a bit squirmy. And what we are trying to do is relax you. So I'm just sort of relaxing my shoulders now, myself, actually just dropping the shoulders, allowing you to breathe, allowing those words to come out without a huge physiological reaction.
There still will be something because even after all these years, you know, I'm, I'm still, I know I still get some of the feelings. You know, your client will read the hesitation as hesitation in your service, not you hesitating to ask for money. And so it's so important that you get used to doing that.
And it's not about learning things by route. It's not about sounding like a robot and it's not about having a script. I can guarantee that it will help you if you get used to those words coming out of your mouth, because once the words are practiced and the words flow easily. Then your head can start to help you with the, like I said, the physiological stuff, whether that's you breathing, whether that's you fidgeting, whether that's you not looking them in the eye when you ask yeah.
Um, all of those things, and it's much easier to deal with those when the words are comfortable and they have a rhythm coming out of your mouth because you've practiced. The competence bit aligns with something I've read recently from a book called cues, and I'm just going to have a quick look, cues, small signals, incredible impact by Vanessa fan Edwards.
And she talks about charisma being a balance between warmth and competency. I believe that's where we all are too. The warmth. If you're listening to this, you're likely to be warm. You're likely to be a warm person. You're likely to be helpful and loving and kind, and trustworthy and collaborative and compassionate and open, and a team player.
All of these things Vanessa talks about as being the warmth cues. I've no doubt that that's exactly what you. And what happens sometimes is we get so warm that people love us and they don't quite believe our competency. And this is where then the stumbling of your words and your offer really come into play because they just send up an alert that you are not competent.
And that's such a shame because you really, really don't need that. You are warm and capable and talented and able to bring your clients onto this wonderful journey that you bring them along. So some of the competency side of things are very much around, well, the list in the book are, is impressive, powerful, smart, capable, and expert effective.
Some of the things that we need to lean into really are the capable expert effective are the ones to concentrate on being effective in making your offer really helps you come across as a capable expert. So please, if you do nothing else today, please, will you consider what you are going to say or what you say when you make your offer, and start practicing that in the mirror. So you are used to asking people to sign up with you and so that it can be smooth and nicely, gently done instead of feeling off and sending your vibe a little skew. If that's your takeaway for today, get practicing, keep practicing. And I will see you soon.
Oh, by the way, the reason why I’m reading cues is because I've got a business talk at a business show in London, in November. I'm very excited to be on the stage. I'm very, very, very nervous too. So I'll tell you more about that another time in the meantime, keep practicing. Thanks for listening. Leave a review. If you can. I'd be so grateful.
If you are interested in learning more about Yes Please with Ease, then give me a shout.
Bye by for now, take care.