Sales can be a pretty mysterious thing for many female entrepreneurs.
A lot of women are so concerned about being pushy and/or salesy that they just talk a lot and hope that their potential client like what they heard and will just ask how to work with them. And in doing so, they are pushy and salesy.
I had a call today with a woman who has an amazing product that she sells that helps people get inflammation in their body down. She was so excited as she told me about it. She was spouting off statistics, and testimonials. She went on and on about the ingredients, where they were grown, how they were harvested, and on and on. She was so excited for me to know all about it and my eyes were spinning in my head, I couldn’t even keep up and I wasn’t even sure if I cared.
And then, the dreaded silence. I could hear her almost holding her breathe, eager and waiting for me to say, “I gotta have that, how do I get some?”
This all came out from me simply asking her “What do you do?”
Have you ever asked that question and then preceded to learn more than you ever thought you wanted to know about something?
This is one of the biggest mistakes I see entrepreneurs, coaches, consultants and business owners do.
So, in trying to not be pushy or salesy, they are pushy and salesy.
The fact is, you could very well be speaking with your perfect client but most of the time female entrepreneurs don’t take the time to find out.
You have heard the saying, “You have two ears and one mouth, so listen twice as much as you speak.” It is true in any well-designed sales conversation.
What you need to understand is, that by asking questions, being in an inquiry, and being curiously engaged in that potential client you not only make them feel really good by being interested in them, but you find out all kinds of information.
The information you discover by asking questions is all about what matters to them and what they really care about, what they really want, and that, my friend, will give you the key points to talk about when you talk about your product or service.
All the great things about your product or service are awesome but unless they are also things that matter to your client and solves some problem that your potential client has or wants to solve, it is probably a waste of breath, at least at the early stage of selling.
Remember, ask questions, listen, ask more questions, listen and only when you can begin to understand what your potential customer is struggling with do you begin to share about your product or service.
It is likely that you are not pushy or salesy, it’s you just don’t have a plan or a system.
A sales conversation is a journey. You would not leave your house to take a journey without some kind of a plan.
Knowing that you’ve got a plan is a surefire way to build up your confidence too.
So, the next time you get ready to jump on a call with a potential client, review your plan and set your intention to be curious and engage from a place of discovery. Listen…. ask questions…listen…ask questions….and repeat until you understand what it is that they are struggling with and what matters to them. Then and only then are you in a place to talk about your product or service in a way that your potential client will understand.
Enjoy the journey!