{"id":5099,"date":"2019-09-20T16:51:34","date_gmt":"2019-09-20T23:51:34","guid":{"rendered":"https:\/\/thinkyourself.com\/?p=5099"},"modified":"2021-09-14T06:45:02","modified_gmt":"2021-09-14T13:45:02","slug":"5099-2","status":"publish","type":"post","link":"https:\/\/thinkyourself.com\/fr\/5099-2\/","title":{"rendered":"AHHH I HATE SELLING!"},"content":{"rendered":"

I used to HATE selling! Oh my! I knew I was great at what I do and that my services would totally transform my clients. I knew I could help, but man, did I hate selling myself!\u00a0I would have given anything for someone to just do it for me and I would just show up to a perfect line-up of clients every day without having to \u00ab\u00a0sell\u00a0\u00bb!!!<\/p>\n

Rings a bell? Any entrepreneurs out there can relate?<\/p>\n

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One day,\u00a0it clicked. I had just\u00a0had an informal call with a prospective client and I had explained what I could do for her and how it would transform her life, etc. and I have to say, I felt pretty proud of myself. I was bang on with examples, I had scripted my \u00ab\u00a0sales pitch\u00a0\u00bb, I knew everything I had to say and I was confident going into the call. Well! I did not get it!\u00a0I was totally sure that I had gotten a new client. When I hung up, I even started to open a new client file, certain that she was signing up for a coaching package with me. The truth is, she was just very polite and did not want to disappoint me, so she pretended to be interested.<\/p>\n

If I had been more aware of what she was saying and listened to her more, I would have totally picked up on it. But I was so busy narrating my \u00ab\u00a0speech\u00a0\u00bb to her, that I had totally missed the opportunity to find out what she needed. I had not even tried to find out what type of personality she was, nor was I trying to match it.<\/p>\n

That’s when I realized that I needed to become better at listening. I needed to become better at reading people and really \u00ab\u00a0get\u00a0\u00bb them. After all, the work I do is quite transformational and happens at a deep level. So it is imperative that my clients trust me in order to feel comfortable with me helping them reprogram\u00a0their thoughts and mindset. It is only when I started to genuinely be interested in my prospect clients and really listen to what they said and be really curious about what could even be behind their sentences that I actually started to be successful at selling.<\/p>\n

I don’t consider myself a good salesperson per say. I don’t really sell. I now \u00ab\u00a0serve\u00a0\u00bb. I \u00ab\u00a0solve\u00a0\u00bb. I \u00ab\u00a0listen\u00a0\u00bb.<\/p>\n

Fast track\u00a0a decade later, I now even wrote a book on communication, relationships, sales, collaboration, influence, getting along. Using the STYLE-L.I.S.T. personality assessment tool, the book takes you on\u00a0a journey of discovery, firstly of your own personality style and how to interact with people of other styles.<\/p>\n

Here is an excerpt on the chapter on selling to\u00a0one of the four personality\u00a0types: the LEADER.<\/p>\n

HOW TO SELL TO A LEADER<\/strong><\/h2>\n

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Here is what you should focus on when you sell to a Leader:<\/p>\n

They like to hear the facts only (benefits) and they want quick results, so focus on the immediate outcomes as well as the long-term wins. Leaders do not need to hear rationalization (or what other people think) and they do not need elaborate detail. Do provide options so they have an ability to choose what they want.<\/p>\n

Do not waste time with details or discussion. Be on point (therefore well-prepared), organized, straight forward, and direct (confident).\u00a0\u00a0Speak efficiently (and pace your words so they flow quickly).<\/p>\n

In order to move to a decision, Leaders know what they want, so be prepared to close the sale quickly using language such as: \u201cIs there anything you need to make a decision today?\u201d<\/p>\n

To overcome objections: Prepare options with probabilities for each and be prepared to back each option with facts. Allow space in the conversation for the Leader to review the information\u2014let them make the decision. If you cannot overcome their objection on the first go, ask questions that help you understand what the Leader still needs in order to make a decision. \u201cWhat information would you need from me in order to make a decision today?\u201d<\/p>\n

SELLING YOUR SERVICES TO A LEADER:<\/p>\n

Here are some arguments you would give a Leader when you are selling them an online course.<\/p>\n