Here are my three top tips for more successful sales conversations. You’ll notice they are very much about your mindset. Sales is a mental game and these three tips will make you more confident, put you in control and therefore give you a far greater success rate.

You can’t help them if they don’t give you permission

It’s all well and good to have an amazing even life changing service but if you don’t have permission to help somebody what good does it do? The sales conversation is where you get permission to help clients make change and get what they want. So avoiding it means not only do you miss out on money you could be making but you are also missing out on the opportunity to help somebody change their life and get what they want. Remember that at a time when you are hesitating to pick up the phone. Think of what it is that you have that they don’t. Remember why it is that they sought you out in the first place. Think of what it is that you want for them and that you have the power to give them. Then go and make that phone call and help somebody! Chances are the person will be delighted to hear from you (this is the case more often than not, you’d be surprised!)

Don’t get caught up in solving the problem

This is so common. Well meaning entrepreneurs who sell their expertise just get caught up in solving the problem right then and there, thinking they are doing the generous thing. But instead of coming across as generous they often confuse the potential client who hasn’t been brought along to seeing the solution that is obvious to you. The end result is that they are not convinced as you haven’t taken them through the steps they need to go through in order to follow how you got to the solution. So do yourself and your client the service of keeping it simple. Outline a clear pathway to the solution and give them enough information to build their confidence in you but never so much that they get overwhelmed.

Don’t crumble when holding the tension

Part of the skill in sales is to create motivation for clients to buy. Nobody wants to be sold to, everybody loves to buy. So part of your job as the one selling is to build the desire for people to buy by accurately illustrating the potential of the service you offer and by catering for what your client desires and wants. Once you have done that and it comes time to give them the price, you will feel there ’s tension in the room. And that’s good as it’s that tension that can only be released through the buying decision. It’s part of the process, don’t destroy it by justifying or making further suggestions after you named your fee. You have to be silent and let your potential client process what you said. Too many people hinder a client from making a decision by talking too much in an effort to relieve the tension. Don’t do it, be strong and hold it. Your client needs time to make a decision.

If you implement these three things you will most likely see a significant improvement in your sales conversion.