Reclaiming Sales

Here’s what you need to know about sales: Sales is simply a conversation whereby you provide the other person with information and invite them to make a decision. A decision they didn’t even know they could make until you offered the invitation. A decision YOU WERE MAKING FOR THEM by not offering the invitation.

By NOT selling, you’re taking away other people’s agency to make decisions for themselves. Stop it.

Whatever it is you’re selling, whether it’s a product or a service, when you’re in a sales conversation, your focus needs to be on your potential client. The OTHER person involved in the conversation. Not yourself.

That means staying curious about what their needs are and being honest with yourself about whether or not your offer can meet those needs. When that’s your focus, you’ll ensure that whether they’re a yes or a no, you’ve built trust with them.

If you’re apprehensive about what they’ll think about you, anxious that they may say no, afraid that what you’re offering isn’t good enough (or you aren’t good enough), your focus is on YOU. That’s a one-sided conversation.

You’re not selling your offer to yourself. You’re selling it to the other person. Focus on them. Be present with them. Have an actual conversation with them.

When you’re engaging in a sales conversation, ask yourself who’s at the center of the conversation. If it’s you, stop. Take a breath. Refocus. The center of the conversation needs to be THEM. Not you. And you know that you’re at the center if your thoughts are all about what they’re going to think about YOU or what YOU are going to say.

Get curious about THEM. Center THEM. Focus on THEM. And if you’re not sure how to do that, let me help you.