A NOTE FROM THE FOUNDER, KRISTY DAVIES-SUMPTER
Every day, we ask our prospects to make decisions.
We ask them to invest. To trust us. To take action. To stop putting things off.
But before we ever speak to a prospect, we've already had another conversation.
The one with ourselves.
"I'll do it this afternoon."
"They're probably too busy."
"I'll send that follow-up tomorrow."
Does that sound familiar?
The biggest sales objections will probably NOT come from a prospect... They'll come from you.
Because every day we either talk ourselves into taking action... or we find reasons to delay it.
This month, I want you to notice those internal conversations.
If you find that you're talking yourself out of making the call, sending the email or following up with a lead, stop and ask yourself one question:
If this were a client, friend or relative, what advice would I give them?
More often than not, you'll know exactly what needs to happen next.
The challenge is simply doing it, without feeding yourself excuses.
The stories we tell ourselves
Just like I highlighted in my introduction, it's very common to feed ourselves an untrue story when it comes to Sales:
- They're probably not interested.
- I don't want to bother them.
- If they wanted to buy, they'd call me.
- I'll wait until I've got more time.
What I would like you to do is this: REFRAME.
Step 1: Every time you notice yourself delaying a sales task this week, write down the excuse.
Step 2: Ask, "Is this a fact or a story I'm telling myself?" Reframe it. For example... "they're probably not interested" can change to "I might be one follow up away from a 'yes'..."
Step 3: Get on and do the task!
What if those follow ups turned into cash? How would that feel?
Book the next step
One of the easiest ways to improve your conversion rate is to stop ending conversations with, "I'll leave it with you." Or, "Let me know what you think."
Instead, do this:
- Before every call or meeting, decide what your ideal next step is.
- Prior to the conversation ending, agree the next step together, whether it's another call, a proposal or a decision date.
- Put it in both diaries before you hang up, or right after.
The easiest opportunities to lose are the ones with no agreed outcome.
How to Build a Consistent & Healthy Sales Pipeline
Thursday, 10 September, 12:00pm - 1:00pm
If your sales feel unpredictable, your pipeline looks thin, or you’re constantly worrying about where the next deal will come from, this webinar will help you understand why consistency is missing and what needs to be in place to fix it.
In just an hour, you'll get clarity on how to take that pressure off.
FIND OUT MORE AND BOOK YOUR PLACE NOW
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