7 Things I Learned About Sales
One of the things I often hear from people in my community is that they hate sales calls, fit calls, discovery calls, inquiry calls, chemistry calls. No matter what you call them. It's the big moment when someone hires you or not.
Full disclosure: I've learned to love these calls! My entire business model depends on someone getting on my calendar to discuss the possibility of working together.
When I first started coaching nearly ten years ago, I was nervous whenever someone new landed on my calendar. Intellectually I knew how important these calls where. But I wasn't yet skillful or confident about how to talk about my work.
Then with time and experience, I learned to enjoy these calls. Here are my biggest lessons:
Mindset Matters: I go in without an expectation or desire that everyone should hire me. We're both trying to determine if we're a fit for each other. It's a lot like dating. Leaving the "I need this person to love me" vibes behind always leads to a more enjoyable and successful call.
Listen More Than You Talk: I don't consider these calls an opportunity to make a sales pitch. Nobody wants to be sold to. These are conversations. Now, I ask a couple of open-ended questions and really listen to the answers. This approach works in any business. People everywhere want to be seen and heard.
Practice Makes It Easier. This can get easier. Practice with friends or others in your industry, get feedback on what resonated and what didn't, and trust that with time and practice you'll get better. Join my All-In With Winn Group Coaching Program, which includes a Bonus 2 Hour Practice Session on this topic!
Ask For The Sale. This can feel awkward, but it's necessary. If I'm talking to someone I think is a fit I'm not afraid to let them know it. I'll say something like "I love what you're up to and would love to support you. What do you think?" and then we take it from there.
No Is Often Not Yet. I've had plenty of people talk to me about coaching who don't move forward but then a few months or a year or two later they're ready. What if you treated no as a not yet? Is there more information that your potential client needs before moving forward? Do they need a little time to process everything before making a decision?
You're Not For Everyone. I can't afford it might mean exactly that, but it might also mean that the potential client doesn't know or appreciate the full value of what you're offering. Someone telling you "it's too expensive" can lead to more conversation to address this concern, or it might be clear that they really can't afford you. For some of us having products at different price points to give people options (semi-custom versus custom, or group coaching versus 1:1, etc.) is one way to reduce the "I can't afford it" objection. And sometimes, that's not a smart strategy. Remembering you're not for everyone helps.
Don't Take It Personally. There are dozens of reasons why a particular person may not hire me on a particular day. Of course, it stings when someone I really want to work with doesn't hire me. But I've learned not to take it personally. There are plenty of fish in the sea.
Maybe you could learn to love these calls, too!