Aug 6, 2018
Welcome back for another episode of Health Coach Conversations! This is going to be a great episode, and I think is a topic that we all struggle with at some point in our business - sales. Luckily, I have found someone who is a genius when it comes to selling, and how to sell without the “ick.” So today I am pleased to have Jessica Magoch on the show to to reveal her own tips and tricks for becoming an expert in sales. In this episode Cathy and Jessica talk about the following:
- Tips to close each sale.
- Objections - what they are and overcoming them.
- Asking the right questions.
- Qualifying the right people for your programs.
- Avoiding springing a sales-pitch at the end - work it into your presentation.
Not everyone is a natural when it comes to sales, in fact - some of us really loathe the idea of it. Grab a pen and some paper, because Jessica is here to help out those of us who don’t jump up and down for joy at the thought of having to sell something. It’s important to remember that there is no one “right” way to close a sale. If you already have a process that works for you, stick with it. If you aren’t closing as many sales as you’d like - then consider switching things up.
You’ve probably heard the saying “people buy from those they know, like, and trust.” This is true, and is why it is so important to begin building a relationship with your audience right from the start. But know the difference between marketing and selling. You should be marketing to everyone, but only selling to those who you have qualified as a good potential fit. People make sales decisions first based on emotions, and then back it up with logic. You need to empathize with your potential clients listen to what they are telling you. The funny thing about sales is that customers will tell you exactly what they want to buy - you just have to ask the right questions and listen for the answers. Be upfront about the fact that they can sign up with you at the end, don’t get through your whole presentation and spring a sales pitch on them - work the sales pitch into your conversation. Ask them what they want to buy and then pull out the parts of your programs that appeal to their wants and needs.
Objections - the pesky part of sales that we all have to deal with. The best way to overcome objections, is to handle them before they come up. So if you notice you are getting a lot of the same objection, you need to handle that objection during the qualifying stage. Be on the same page about pricing and if the clients can afford it. Set expectations for cost up front and include all decision makers when it comes to the finances. Remember, objections aren’t anything negative about you or your program - it’s that client asking you to show them why they should buy and telling you that they are scared to make that decision. Make them feel comfortable, answer their questions, and empathize with them. If they do offer you an objection, do not forget to follow up on the date and time you said you would.
Links to resources:
Jessica's Free Sales Playbook Template