Convincing Is Not Required

When leading my trainings or intensives, I often ask my clients: what are the things that come up for you when you think about sales? Many of them admit that they struggle with going into sales conversations feeling like they have to defend the value of their services and convince prospects to work with them.

What comes up before the sales conversation will come out as you’re talking to prospects, from your willingness to connect initially all the way to your follow-through after the call. When you go in feeling like you need to convince someone to work with you, you’re naturally starting the conversation off-balance, undermining your confidence and the value you can provide. In this episode of Straight Talk About Sales, I share some tips on how to flip the script in your head to realize that, when it comes to sales conversations, convincing is not required.

3 Key Takeaways

1. Be Aware. The first step to squashing any negative thoughts or attitudes around sales is to be aware of them. Before your next sales conversation, take some time to check in with yourself and identify the things that might be holding you back.

2. Don’t Convince, Invite. I’ve adopted a mantra of sorts when it comes to approaching sales conversations. We don’t convince people to work with us; we invite them. When you invite(the right) prospects to work with you, you’re naturally recognizing the value you can provide and starting the sales conversation on a balanced, positive note.

3. Remember, Things Change. Even the most seasoned salespeople can become jaded and fall into negative thoughts. New things will continue to crop up in different seasons of our lives and businesses that might make us feel less-than-jazzed about sales. I like to check in with myself annually to make sure I’m staying invigorated and reframe any negative thoughts that could undermine my success.

Additional Resources

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