Hosting sales calls and dealing with sales objections is part of running a business. It may not be your favorite part, but for your work to be effective, it is necessary to have sales conversations so you can connect with your clients, onboard them, and get them the results they’re after.
We’ve worked with dozens of women business owners who clam up when it comes to this stuff. And we’ve made it our job to help them navigate the sales process—especially those tricky objections—in a way that feels authentic and honest.
Keep reading to find out what that looks like.
But emotion can also get in the way—it may be the memory of a past experience that went south. Or your prospective client’s fear of failure. Maybe it's their anxiety about committing more time, energy, and resources to something new.
These are the limiting beliefs—the objections—that often get in the way of your audience taking their relationship with you past the sales call and into the real, transformative work.
Approaching objections with grace
Many of the women we work with are dealing with their own mindset hurdle—namely the belief that sales conversations are always a little slimy.
It does not have to feel that way for you or your prospective client!
We coach our clients to flip the script here and call a sales conversation exactly what it is—simply conveying information. You don’t have to convince anyone of anything, and if you find yourself in convincing mode that’s a sign that you’re not speaking to an ideal prospect. Before you ever get on a call, you should have an idea of what this prospect’s challenge is and how you can solve it. Your mission is to approach these calls with confidence that your offer is of great value. As you participate in the discussion, they’ll feel your energy—and your confidence which will become contagious. Remember to focus on the benefits of purchasing what you have to offer, lean in to how you can solve their problems, and simply tell the truth about the incredible services or products you offer.
When you adopt this mindset, you take a little pressure off. You don’t need to perform jedi mind tricks or embellish the truth to seal the deal. All you have to do is show up authentically and share the details of what you do.
Speaking of authenticity. When you meet with objections, it is vital that—even when it doesn’t seem like what your prospective client wants to hear—you are honest, accurate, and set reasonable expectations about what you can achieve together. This will be refreshing to most people who are used to hearing promises of results that are too good to be true.
Ask yourself: What are you promising? And can you actually deliver on that promise?
Our society prizes instant gratification, which means a lot of people oversell their product or service, and insist that not only can they deliver on their promises, but they can do it fast.
At this point in our lives, I think we all know and can agree that real, meaningful change tends to take time.
While good things do take time, it’s important to acknowledge that time itself is often the wrong metric to use when measuring the power of what you do. At Encore Empire, we like to think about results this way—time will pass no matter what. Where do you want to be in a year? Where will you be if you invest in yourself versus if you don’t?
Objections = fear
For many of us, making a commitment—to a program, to investing our hard earned cash, to a person—is incredibly scary.
Here’s why: We don’t want to appear to be failures. We don’t want to try something and not be successful with it. If we’re not certain we can do it, even if we have all the help we need, we don’t want to even try.
How do you mitigate these feelings of fear during the sales process?
You convey your confidence. You share the results you’ve helped others get. And you help the person you’re in conversation with imagine what it will look like on the other side. You show them all the possibilities.
And you can do all this with genuine confidence because you’re not overselling what you do, you’re not setting unrealistic expectations—you’re simply sharing the honest, accurate information you have. Believe us, that’s something that people can sense.
Sales aren’t slimy!
You have something to share with the world. If you didn’t, you wouldn’t have started a business.
Your sales process just helps your audience become aware of what’s waiting for them on the other side of the work. And coaching them through their own fears and objections is part of the process of helping them ditch their own limiting beliefs and awaken to the possibilities that lay before them.
Are you ready to do some work of your own?
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