This article will cover 5 general guidelines or sales tips for graceful sales conversations, reasons to never say “you have to invest or you’ll never get anywhere,” what to do after they say no (if they say no), and final no-nos.
General Sales Tips
To start, here are 5 guidelines for graceful sales conversations:
1) Check your energy. Before you have a sales conversation, are you experiencing positive emotions? You might reschedule if you feel in a funk, tired, annoyed, or anything like that. Or do whatever you can to get to a better place (mentally, emotionally, physically) before the conversation. Even in emails and other text forms of communication, your energy can be felt by the other person. If they feel the negativity, they’ll want to run away from you.
2) Ask permission to coach someone. If they’re not paying you to be their coach yet, ask permission to coach them. I sometimes forget this if I’m being honest.
3) Speaking of honesty, speak your mind. But if you think speaking your mind may offend them or put them on edge, it’s helpful to ask, “May I share with you what I think is going on?” or something like that. Don’t ask “May I be honest?” and then say something that is more than anything, an opinion or view of yours based on your belief system.
4) Offer support to work out the financial part. You may say something like, “If you would find it helpful, I would be happy to discuss ways for you to make this investment.”
5) Don’t be the dick who says this… “You have to invest in coaches and other resources or you won’t get anywhere.” And don’t look for a ‘sneaky’ variation. Although I believe in the value of investing in myself, it’s even a little gross to me when people repeat it during live stream videos and in other formats that address an audience larger than one. But it’s most certainly a no-no in one-on-one communications in my book.
Reasons Why That Sentence in #5 Should Never Pass Your Lips
Here are the 6 reasons why you should never use that sentence (“You have to invest in coaches and other resources or you won’t get anywhere”) in your sales conversations:
6) If they don’t believe that, they’re probably not your people, so you tellin’ ’em is just not moving this along.
7) You’ve just hurt their feelings or made them angry. The person hearing or reading those words from you will feel like you’ve insulted them. You’ve just sentenced them to failure instead of showing them how they could succeed with your program or service.
8) It makes you look desperate. These are the words of a pusher. You’re pushing, trying to get them to buy, and for what? If they weren’t fully self-assured about wanting this, do you really want them in it? If you’re making the kind of money you want to make, telling them this makes it sound like you need this sale desperately. Like, to pay bills and live through tomorrow. Not a sexy vibe.
More Reasons Why Potential Clients Go Running When You Say The Thing in #5
9) It feels like you’ve just said, “You’ll only succeed if you work with me this way” and “All other work you’ve done has been for naught.” When you say something like this, you assume you know this person has said no to every other investment opportunity that’s come their way. You’re ignoring all the books they’ve read, all the programs they’ve bought before, all the coaches or other service providers they’ve worked with.
10) If you’re using words like this, I’m taking it as a sign you’ve bought into whatever money story they told you. You let them sell you on their own powerlessness or lack, and you think you’re saving them by telling them this. Wrong.
11) It ignores where they’re at. Sure, they might not have everything they desire in their business, their life, their relationships, or whatever area your solution is intended to improve, but they may also be really proud of how far they’ve come and when you belittle their progress, you belittle them. Don’t alienate people by using this phrase. I heard this from someone whose group program I decided not to join and it felt really icky to read those words.
Next Steps After the No in Your Sales Conversations
Here are 4 next steps you can take when someone tells you no:
12) Get actionable feedback. Ask them, “Could I add anything to make it a no-brainer?” Maybe you can add a very simple feature or bonus that makes it so ridiculously valuable. Perhaps you do that and the next ten conversations you have all end in a quick, passionate “YES!” Alternatively, maybe they thought your offer was too complex. “Was there anything in the structure that scared you away?” Ask if you dare.
13) Ask if there was anything about your copy and/or discussion(s) of the solution that made them decide to say no. Maybe there’s language you can adjust to make it a really easy YES for the next person.
14) Thank them for their time and for considering your solution. You can say something like: “I look forward to working with you when the time is right! I trust there will come a time when my work will have its greatest impact on your life.” Something like this is so graceful that it really makes your prospect appreciate you.
15) Politely let them know that if they change their mind (before X date) it’ll still be available. (Particularly for group programs and courses, etc.)
Final Sales Tips: Things to Never Do
Here are 2 more things I suggest you NOT do in your sales conversations:
16) Tell them “I wish you luck.” That’s code for “F&C% you.” Don’t go there.
17) Badger them. It’s not bad enough that someone wrote to me “You have to invest in coaches and other resources or you’ll go nowhere.” To that, I simply wrote “Thank you.” Her follow-up may have been even more icky. She wrote, “What do you think?” She couldn’t see (or clearly didn’t give a fucq) that I was trying to end the conversation. Sometimes we make the mistake of continuing to “go at” someone because we think we’re being helpful. Realize that people have a “Power Down” button and will totally shut off if you push too hard.
Enjoyed these sales tips? Check out my 3-part series on overcoming Beginner Energy to achieve success in business!