Sales Conversations

Do sales stress you out? Well, your stress is ruining your sales.

You know that feeling in the pit of your stomach that comes around whenever you have to pick up the phone to have a sales conversation (or strategy session)?  You would rather just hide away behind your computer learning the latest fad on how to get new clients without talking to anyone...EVER. 

Then there is the stress about: 

  • the beginning and end of every month
  • getting new clients
  • how to run your business that feels like you

I know, I get it.  

But that stress you feel about not wanting to have a sales conversation (or everything else) is actually making your sales conversations so much worse.  When you have stress (a lot or a little) it actually impacts the way your brain - and body - work.  It causes you to move into this place where you might not even be able to remember your oldest child's first name!  

Yep, it's true.  Stress really gets in there and messes things up.  And if you don't feel comfortable or confident in your sales conversations to start with it's only going to be worse. 

So how do you get out of stress when you want or need more sales AND sales stresses you out?

I've got two answers for you  -  Skills and Surrender. 

Skills first. When you learn the skills to having a sales conversation in a way that feels good - it feels like you, you feel confident and comfortable - just like you are picking up the phone to call your best friend - you will be always be able to bring in new clients.  

That reduces your stress right there. 

But since they both impact each other, we also need to impact the stress of other parts of your business.  Because even killing it during the sales conversation with your new skills can get tripped up temporarily if you are a stress case.  Your potential clients can feel that and run.  Fast. 

Surrender.  It's time to release what you can't control and focus on what you can.  From this place take an action that you feel inspired to take next.  Sometimes you have to let everything go.  Take a walk, go for a run, be in nature, find a homeopathic stress serum (just kidding, kind of).   

Let it all go.  Then come back fresh.  Dig back into your skills and take the next step.  

You can do this.  

If you are feeling called to stop the stress-inducing sales fears, then join me for some stress-reducing secrets to have a sales conversation you can feel great about.  

Click here for a free audio class on The 7 Steps to Authentic Sales Conversations that Convert:  https://realresultsmentoring.leadpages.com/love-the-strategy-session/ 

It will change your very next sales conversation (you just might even start feeling good about the word 'sales'...)  ;)

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What Are YOU Missing Out On?

Ok, so you are doing the work, taking the action - consistently.  You have clients coming to you, great!  

And yet it feels like you are starting over every month. 

You know there is more.  You know there are pieces that are slipping through the cracks, things you haven't thought of that could take things to another level. 

When you do a speaking engagement and some people sign up for the discovery session and some people don't, there is a missed opportunity. 

When some people say they are interested in a discovery session but don't actually sign up, there is a missed opportunity. 

When you are taking the action, doing the work, you may as well support as many people as you can - but need the sales strategy and the processes  in place to make it all work.  

What is possible? 

When you look at each part of your business and put a strategy and processes in place to support you and your clients, that creates even more flow and ease in your business - and more clients!  

Perhaps when you started you just did everything you could to bring the clients in, but now it's time to start optimizing those paths so they are doing all the heavy lifting they are designed to do, instead of just skimming off the top.  

So what does that mean for you?  Maybe 1, or 2, or more clients each month?  What is that worth to you in your business?  In your family?  In your self-care? 

 Common Missed Opportunities: 

  • Taking customers straight to a sales page for each offer
  • Accepting a "No" to one offer as a "No" to everything
  • Playing hard to get (aka: not following up) 
  • Focusing on one immediate revenue stream, without the long term service strategy 
  • Doing so much work, without focusing on the revenue generating items first
  • Not knowing your numbers (conversion rates, etc.) 

Where Are You Missing Out? 

You know how you can see things so clearly for others but you can't see it for yourself.  Maybe you have experienced this in your personal development journey, or in your business.

We can be so invested in the passion and purpose behind the business that we miss the pieces that can make things flow, increase the revenue, and support more people with ease. 

So where are you missing out?  I would love to help you to identify some areas of opportunity in your sales strategy.  

What does that look like?  

We would meet up by phone for 30-60 minutes and map out what your strategy looks like currently, identify at least 1 area of opportunity, and get clear on the next steps to increase your business.  

I am opening up 3 Complimentary spots on my calendar next week to support women entrepreneurs who are looking to take things to the next level in their business.  

This is right for you if: 

  • You know you are meant to do big things in the world. 
  • You have your niche identified.
  • You have at least 1 program being offered (with pricing). 
  • You are using offline or online strategies to build your business. 
  • You are not struggling to find clients, but are ready to take your business to the next level. 

These are true strategy sessions, we will be working together on your sales strategy to identify at least 1 area of opportunity in your business so you can put that in to action.  I am not taking new private clients right now, so this is a great way to get my eyes on your business.  

If this is for you, CLICK HERE to complete the short form.  Please submit your completed form by this Thursday (July 23rd) to be considered. If you are selected for one of the 3 spots, my team will reach out to you to schedule your session.  

You are doing the work, it's time to reap all the rewards. 

Be Inspired!  Take action.  

Mikki

P.S.  This is not for everyone and it's ok if it isn't for you right now.  If it is right for you, submit your application right now for one of the 3 spots.  

http://www.realresultsmentoring.com/apply

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What do your clients REALLY want? Authentic Sales Strategy Inside...

I have been playing with some numerology lately, learning from one of my coaches, and (because it's my nature) digging much deeper - as I am fascinated by it - and all things that help us to learn more about ourselves, others and the world! 

One of the things I have discovered about myself is that I am a spiritual seeker.  I am here for "investigations of the unknown, and finding the answers to the mysteries of life".  I love that part.   ;) 

So as is my nature, I continue to dig, explore, learn, investigate.  During the years spent studying, learning, and having sales conversations, I have noticed something very interesting.  

There are people moving away from things AND there are people moving toward things.  

In a lot of sales trainings they teach you to connect with someone's pain.  While that is a successful approach, it wasn't something that was resonating with me and the types of clients I was attracting. 

I used to be the person that was moving away from my job, but even though that was the fact, I was so much more motivated by what I was moving toward.  I have a big vision for myself and what I want to create in this world, with my business, for myself, and for my family.  I wasn't motivated by fear or pain, I was motivated by this vision that I could create things in a new way.  

How does that fit with the sales strategy of connecting with someone's pain?  

I have discovered that there are in fact two different types of situations for people. 

1. Those where people are moving away from their pain, and

2. Those where people are moving toward their vision (or what they REALLY want) 

It doesn't mean that someone can't hold both possibilities within themselves at any given time, however, it is an important distinction to be aware of so you can really connect with the true motivations of your ideal clients.  

Do the people you serve want to move away from a pain, or move towards something bigger?  

I'm so curious.  This shows up for my clients in their sales conversations as well.  And it can be a place where people can get stuck.  What if the pain isn't great enough?  How do you support them in taking the next step or in seeing the possibility of what can happen for them when they move forward?  

Perhaps you need to explore further what they REALLY want.  

Of course in sales conversations/strategy sessions/consultations, you will be exploring both what they want, where they are now, and why it's important to them to create it.  But don't get stuck if you aren't finding that pain.  

Now you have a new possibility

Explore deeper what they REALLY want.  

  • What becomes possible for them when they have that?  
  • What gets to happen next in all the important areas of their life?  
  • How is their family impacted?  
  • How is their business impacted?  

Explore fully the possibility of realizing that vision.  Sometimes the pain is the possibility of not realizing the vision.  

And for others, there's no way they won't realize it, they just need the help to do it.  

Be Inspired!  Take Action.
Mikki

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Create More Sales In This High-Tech World (with a low-tech strategy)

What comes up for you when you imagine picking up the phone and calling your ideal clients, instead of just sending them that email. 

Does it feel pushy?  Do you feel desperate?

I often hear from my clients when we first start working together that they don't even consider calling people.  Even if they say that is an action they will take, something comes up that keeps them from doing it.  

There is a story that appears for them, one that they are chasing their clients, and no one wants to do that!

Here are some of the stories:

  • People don't answer their phones anymore
  • I haven't spoken to them for awhile
  • Last time I emailed them, they didn't respond
  • They will probably think I'm pushing something on them
  • I don't want them to think I'm trying to sell them something   

However, when we move through the mindset stuff that shows up for them and gets in their way, they do it, and they have a completely different experience.  

Here is what happens instead:

  • People are so touched that you reached out in person to connect with them
  • People call back if you left a message, because they want to hear what's new for you
  • They share that they were meaning to get in touch with you, and express gratitude for thinking of them
  • They schedule sales conversations (and become clients)!

The mindset shift you need so you can pick up the phone

The big shift that happens is inside the entrepreneur.  Here is the mindset shift:  Move from "I'm trying to sell them something (or I need to make some sales)", TO "I am here to be of service and I'm excited to connect with this specific person".

The trick is you have to actually mean it, believe it, and feel the truth in that for yourself.  For some people it's as easy as hearing it and something clicks in them. For others, there are deeper beliefs, stories, and experiences that need to shift for them before they can completely step into that place.  

What to do next?

Regardless of where you are in that spectrum, the best first step to being able to pick up the phone is to just do it.  Create a new experience for yourself!  

And, if you just can't bring yourself to do it, then identify the feelings and beliefs that are coming up for you when you try.  

If you are stuck, then reach out for help.  Sometimes getting past it, can be so simple, but we just can't do it for ourselves.  

If you would like support, just drop me an email  and let's see what we can shift out for you in a conversation (I'm not taking new private clients right now, but maybe we can create a new possibility for you - remember the saying "small hinges swing big doors").

Not only is the increased sales on the other side of the phone, so is the lasting impact you create by having a true, connected, communication with another person.

Be Inspired. Take Action.

Mikki

P.S. This is the picture of the beach up the street from our new house where we will be spending a lot of time this summer!

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The #1 Strategy to Handling Objections in the Sales Conversation

You want to enroll more clients.  AND you want to do it in a way that you feel confident and connected to what's true for you.  

But during the conversation, there comes that point where people want what you are offering and you hear the "yah, but...".  

The Yah, But...

This is where the objections show up.  This is where all of their story, their patterns, and their beliefs will show up and be a part of their decision making process.  

  • "I can't afford it"
  • "That's more than I was expecting"
  • "I don't have the time"
  • "I have to talk to my partner"
  • And more...

There are so many pieces to handling the objections, but today I want to give you the #1 strategy for handling objections during your sales conversations.  

The #1 Strategy to Handle Objections:  Address the potential objections before they become objections.  

You may be thinking "great, what does that mean".  Well, whatever objections you hear during your sales conversations, ask questions before the offer to discover what is true for your ideal client before money becomes a part of the conversation.  

If you often hear that time is an issue, you may choose to ask them how important is it for you to [create the change they want].  

3 Steps to  Incorporate this Strategy into your Sales Conversation Flow.  

  1.  Identify the objections you hear from your potential clients
  2.  Develop questions to address that in the conversation (before the offer)
  3. Take a stand for your client - know that just because they have an objection, it doesn't mean it is a no.  It is your commitment by engaging in the sales conversation to support them through their decision making process. 

I would love to hear from you, what are the objections you are hearing from your ideal clients?  What kind of support do you need in order to enroll more of your ideal clients?  Share with me in the comments below.  

Do You Want Help With Objection Handling For Only $97? 

If you are looking for more support around handling objections, I am offering a time for you to receive support.  It is an open Q&A time to bring the questions and challenges you are having and I will support you to handle objections, take a stand for your ideal clients, and enroll more of your ideal clients with ease.  The investment for this time together focused on objection handling is just $97.  

If you are interested in joining in the upcoming Objection Handling Q&A session,  click here  to enroll and we will send you the details.  If you have questions, feel free to reply to this email.  

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What are you thinking (before your sales conversations)?

A Potential New Client

Whether you are in the early stages of your business where you don’t have many clients or many sales conversations, 

OR 

if you have been in business for awhile and you know you could enroll more people if you increased your conversion rate, each conversation is the opportunity we have worked for to invite a new client (and new revenue) into our business.   

Which is of course exciting! 

 

How You Show Up For That Ideal Client is Crucial

And, when we enter the conversation from this place we are coming from a perspective of SELLING. 
 

I want to invite you to enter this conversation from a place of SERVICE, and feel how that’s different. 

When you come into a sales conversation from a place of selling your product or service you are thinking things like: 

  • “I wonder if this person will buy?”
  • “I wonder if this person has the money to invest?"
  • “I wonder what I should offer them?”


When you come into a sales conversation from a place of service, you are thinking things like: 

  • “I am excited to learn more about this person.”
  • “I am curious what they are experiencing right now, and what they want to be experiencing.” 
  • “I wonder why this is important to them right now?”


Do You Choose Selling OR Service

I invite you to come into the conversation from a place of curiosity and wonder, with the intention of truly understanding what’s going on for this person right now, and as you move through the conversation and you are seeing how you could help them create what they want, and YOU are excited to work with them, THEN you can explore if they are a good fit for your work. 
  
When you come into the conversation from this place, you are showing up in SERVICE.  

And when you do that, you will be able to better support that individual, and yourself.  

You will be honoring your work and yourself in a way that will leave you enrolling your ideal clients, and doing work you love with people who light you up.  

Be Inspired!
Mikki

P.S. If you want to learn more about how to have an authentic sales conversation that converts, my Master the Close 28 Day Jumpstart is now open!  Click here to check it out now!

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My #1 Strategy to Get S#*t Done

I have spent a good part of my life thinking things.  When people would ask me a question, my response would likely be "I think...".   My point is that I was only thinking, I wasn't feeling, or sensing, or connecting with any other part of me that knows.  

This used to serve me greatly when I was in my corporate life, it is how I conditioned myself to operate, and it worked.  However, when I used this same approach when developing my own service-based business, that failed miserably.  I was masterful at getting stuff done, that was a big part of my perceived self value in the work place.  

I fondly describe that  old me as a 'walking head'.  

It has taken me a long time to integrate all the parts of me.  And now I have discovered a way that helps me to connect with that knowing whenever I want or need.  

I want to share this with you today, and I would love to hear what practices you use to connect! 

But first, here is what I do with this once I'm connected.

  • Before sales conversations
  • Write a blog post
  • FB post
  • Web pages
  • Talk topics
  • Make a big decision (about a program, a client, my business, life)
  • Get clarity on my work

While this is simple, it can be a very powerful practice that allows me to do my work from the part of me that "knows", instead of thinking so hard and creating from my brain (which is much less dimensional).  ;)

So when I am experiencing being stuck, or lacking ideas, or feeling too busy, and am not able to let things flow out of me easily, I use this practice. 

The Connection Practice:

I go for a walk, somewhere that feels good to my senses.  For me, I like to be near water.  I listen to a meditation, or just go in silence.  When I have had a few minutes to let my mind and body get into the rhythm and flow of the movement, I ask myself a question.  

This could be "what does my community need to hear now?", or it could be "what is my big message?", or "how can I be in the highest service?".  Whatever is coming up for you as an area where you want guidance or to access your knowing.  

Then I let it go.  Let the thought go, let the question go.  As I continue with my walk I start to have bursts of inspiration, really great ideas that just pop (or flow) into my mind.  While I am walking, I will use my phone and speak things into my email to capture the content, inspiration, or wisdom. 

Here are the steps: 

  • Movement
  • Meditation
  • Question
  • Receive
  • Capture

So when I find myself over thinking, feeling stuck, or trying to "make" something happen, this is the practice I now know I can rely on to shift me into my knowing and really allow me to connect.

This is a great practice to incorporate into your day, before your sales conversations so you can access the tools, techniques, and mindsets you need to show up fully for your potential client.  

I would love to hear what your practices are to connect with your inner wisdom, leave a comment below.  And if you try this practice, please let me know what you experience.  I have accomplished some of my most important projects out on my walk! 

Be Inspired!
Mikki

P.S.  If you would like to feel confident and empowered during your sales conversations so you can enroll more of the right clients with ease, I invite you to register for my upcoming tele seminar.  

Click here for details and to register:  https://realresultsmentoring.leadpages.net/master-the-close/

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