Christine Schlonski [0:02]
Hey Gorgeous. This is episode number 167. You are listening to Heart Sells! Podcast. I’m your host, Christine Schlonski. I am super excited you are here for another variety Friday. I hope you had to listen to the last two episodes with Lisa Patrick, all about communications and about asking questions. And I just wanted to have the opportunity today to talk to you actually about conversations, especially the sales conversations. Those conversations that might feel uncomfortable to you, that you might not have enough of, and that’s just not where you really, really strive. So today I want to give you a couple of tips on how you can really improve your sales conversations.

Well, first of all, it’s really important that you are connected to the person you are talking to, which means when you go into the call set the intention that you will make them an offer. If everything is in alignment, if you have a solution for their challenge, for their problem, then you will definitely make an offer. But going to that offer, you will just focus on them. So take the focus off of you, and put it on them. Make sure you are asking the right questions, make sure you know and understand why they are talking to you in the first place. Why have they connected with you? What are they thinking they can get out of the session? That’s actually you know, a good point to start. Why don’t you ask them why they are speaking to you in the first place and make sure you understand where they’re coming from.

Then also, you need to ask questions about their pain points. What are they suffering from? What is the biggest challenge? What would happen if they would have that magic wand then it would go away? Because only when you really put yourself in their shoes, you will understand how you can serve best. And to put yourself into their shoes, well, obviously you need to know how the shoes look like, and what’s in the shoes. Asking those questions is just essential to any conversation, but especially to the sales conversation.

Everybody wants to be understood, everybody wants to be heard. And in that special case, they are seeking for support. And probably you have the solution. So they are coming that you can make them an offer that you can invite them to work with you. But first, you need to figure out what are they suffering from and where they are stuck on their own journey. Don’t just put it on to the business because oftentimes it’s more than that they are just stuck in their business or if they say they have a challenge in life, there’s much more to it. Try to watch and see it from the bird’s eye perspective. If they, for example, suffer and not making enough sales, which all my clients do, and if they may be suffering from not really knowing how to package, not really knowing how to be authentic and the sales conversation, driving sales conversation, not knowing how to turn them into fun conversations, well, then that usually means they have other challenges in other areas of their life.

Sales often have to do with owning your value is really, really clear on who you are, what you do, how you serve, so that you can show up in that authentic way. So in a sales conversation, you want to make sure that you are asking all these different questions in regard to the point that they contacted you with. So for me, that will be kind of stuck in sales and sales never feels good, I’m not confident enough. And then I would also go like, how does this impact other areas of their life. The same might be true for you, you might be a healer, you might be a life coach, you could be an accountant. What other areas of their lives would suffer if this area wasn’t solved.

In sales, well, if they don’t make enough sales, they don’t have the business they want to have. And that means they don’t have the money they want to have, they don’t have the impact they want to have. And they cannot really live the freedom, they probably want to live or give as much as they want to. So solving that issue is really, really important for them. So often you cannot just outsource it, because my first of all, you might not have the funds. And second of all, you need to understand the process to outsource it. Only once you understood the process and you can make the process work for you, then you will have the funds to outsource it. So if you are in the space where you think like, “I really, really don’t like sales, I wish I could outsource this. I wish I never need to learn anything about it.” Well, no worries. You can sell from your heart in a way that’s super fun.

I don’t have a sales conversation, I have fun conversations with my potential clients. If it’s a perfect match, well, they will sign up because that’s exactly what they need. The same as possible with your solution. But you just need to be more mindful of how you show up in that sales conversation, to make clear that you do not start coaching or giving advice, that you’re just there to hold the space, to understand where they are, what they do where they want to go. And you facilitate that conversation. You make it into a fun conversation. So asking the right questions is so important.

So when you dive into that pain points, and the other areas of their lives that are influenced because of this single point, that could be that already the relationship suffers. Definitely, finance is probably suffering, if it’s in regards to sales, or they just can’t get to the next level, they maybe have built a pretty good decent business, but the still selling doesn’t feel good, then it is time to make a big change, to figure out what they have already done, to get to a solution, how committed they are to really make a change. Whether it should be or where is it a must be. Then, you want to kind of lead into where you can take them. So you need to ask questions of, “Well, what would it look like if you would have solved the problem? Where do you see yourself in three months and six months’ time from now? How would it feel if you knew that you got the result?”, and really guide them in the conversation, make sure that you are the leader, that you show up for them because that’s needed. That’s why they contacted you in the first place.

This comes basically down to the last two variety Fridays I did for you. The one on clarity, which was episode number 161. And the one on confidence, which was episode number 164. So if you have not yet tuned in, make sure you go back and you have a listen. Because clarity breeds confidence. And when you’re confident you can lead in a sales conversation. You can make sure you show your potential client the path, the path they are looking for, because let’s face it if you have what they need, but you don’t make that invitation for them to buy, they will be left alone with their issue with their problem. They will definitely go somewhere else. Because we all try to solve our own challenges and problems. If one person doesn’t give us a solution or the invitation to work with us, well, we go somewhere else, because the problem the challenge does not go away.

So I really want to invite you today to look at your conversations. How do they feel for you? How do you conduct them? Are you in your head kind of calculating what kind of offer you need to make? Are you busy thinking about if they will buy or not? Are you concerned with asking them for your price because you might be fearful that they will never speak to you again and that they are not going to purchase from you? Where are you emotionally and in your thoughts when having that conversation? Make sure for the next at least 5 to 10 conversations, you also try to observe yourself. After you hang up, and no matter if it was a yes or no. So if you signed up a new client or not, really take notes and figure out what went well, and what didn’t go so well. And then learn from, well, your challenges your mistakes, understand how the client thought processes, and how you can step in with the right solution if you provide it.

I think that’s very, very essential. So you have clarity first, then comes confidence, and then the sales conversations. The conversations where you guide and lead your potential client to an invitation with you if you’re asking the right questions, you will know exactly if they are a great fit. If they are a great fit, you will make an offer after you have explored their pain points and after you have taken them to a joyful future because when they work with you and apply what you teach them, they will have amazing results.

So this is a piece of conversation. I really hope that this is helpful to you. Let me know by just reaching out to info@christineschlonski.com. Let me know where you are. What are your challenges? Was this episode helpful for you? What kind of questions do you have? I just want to let you know that I’m here for you. So just tune in and reach out. Pretty simple. So thank you so much for listening. Hop on over to https://christineschlonski.com/ for the transcripts, the show notes, all the resources we are sharing at Heart Sells! Podcast. Also, I want to invite you to join the Heart-Centered Lead Generation Summit, which is at https://christineschlonski.com/hclgs-registration/. You can sign up for your free access pass. And yeah, you can just tune into amazing speakers on the topic of lead generation. Because it could be that you already have amazing conversations, but you don’t have enough people to talk to. It could also be that you have already enough conversations, but you’re not turning those conversations into clients. So finding that balance of having enough people coming into your calendar to your programs, and also finding that balance of knowing that whoever you make your offer to, it’s structured in a way that if it’s your ideal client, they want to see yes, this is very important. And this is what the Heart-Centered Lead Generation Summit is supporting you with. Hop on over to https://christineschlonski.com/hclgs-registration/ check it out. For all the show notes on the podcast, you will find that at https://christineschlonski.com/. Have a wonderful day wherever you are in this beautiful world and saying bye for now.