Have you thought about how your potential clients are viewing you? When you are having any type of sales conversation, your potential client is going through a very specific thought process. The internal dialogue that is happening for them will is a make or break situation for you because it will determine whether they say yes or no to becoming a playing client.
Here is a checklist that you must keep in mind before every sales conversation. It is applicable to all sales conversations whether you are a coach, consultant, travel agent, or plumber. When giving estimates for a particular service, enrolling clients into your programs, or selling valuable products to clients, you must keep these in mind to increase your sales conversion:
1. Do your clients see you as a Problem Solver? This is the #1 Secret Thought your potential clients are having about you. If your potential client is convinced that you have the best solution to the problem they need solved, then they will put their money down and hire you. If the solution you offer has no urgency or is something that they can delay to another time, then they will say no.
2. Do your clients see you as an expert? When talking to you, clients are secretly assessing your knowledge and commitment levels. They must see, hear, and feel your confidence in and passion for what you do. If you are distracted or lackluster in your communication with them, you will not get the sale.
3. Are you present, listening, and understanding? Your clients are looking to see that you have their best interests at heart and that you truly care about them and the challenges they are facing. You must remain completely PRESENT with them. Every human being has a fundamental desire to be heard and understood. When you are present, sincerely listening and understanding your clients, they will be attracted to you like magnets.
4. Are you committed to excellence in customer service? Another secret thought your potential client is having in assessing you is how well you will treat them if they become a paying client. How you treat them in the sales conversation is an indicator to them of how committed you are to serving your clients/customers with superior customer care. Are you warm, receptive, and enthusiastic, or thinking about your to-do list when they are talking? People can intuitively tell how you will treat them.
So, the next time you are going to have a sales conversation with a potential client, make sure you take a few moments to go over this checklist and give yourself a few moments of silence to center yourself and become fully present for your client and start increasing your sales and helping more people in your business!