This is part 1 of a 3-part training on sales skills.
From taking your client in to a consultation, throughout the sales conversation and closing the deal in to a long-term, high-paying customer.
Before all of the 'how-to', we need to look at the mindset required to not only excel at sales, but to enjoy it too. I won't waffle on, go ahead and watch the video. There's some work to do afterwards (the vid is 12 minutes)
Exercises to Improve SAles Skills
When I started out as a PT I hated selling. I wasn't good at it, didn't like talking about money and it was just uncomfortable. Only necessity got me through it. I HAD to get a sale to pay rent and feed myself.
Before I started to work on myself and my mindset, that was about as far as I ever got. I would do it when I was backed against a wall and had to, but anything beyond that, I would avoid it or just suck at it. Living just above broke is no way to live. And in not finding new clients beyond the number I needed to (barely) survive, I wasn't actually helping people improve their fitness/weight/life either.
Below are some exercises that will help you to start understanding your mindset around sales and developing a more positive mindset, which will immediately make you better at selling AND enjoy selling a lot more.
Grab a notepad and pen, set aside an hour or so and go through these questions.
I recommend doing it first thing in the morning, or at the weekend. Best if you can get out in nature or a nice quite spot without distraction. You need to free you mind from the daily stresses to allow yourself to dig in to you psyche and come up with the answers you're looking for.
You might be tempted at this point to skip doing this and go straight to parts 2 and 3 to learn some 'ninja techniques'. I advise you don't do that. No technique in the world compensates for a lack of confidence and belief in your self/product. Take the time to do this, it will pay off for you.
If I say, "what do you think of when I say selling?", what are the first 10 things that come to mind? Don't think about it or filter yourself, just give a snap answer.
When was the last time you INVESTED money in yourself? (something that brings personal growth, not buying "stuff" or necessities like food). What was it?
What made you buy that product/service? What was going on in your head as you were buying?
Did you use the product/service successfully? Why/why not?
Section 2: This section looks scary initially, but it's actually pretty easy when you get in to a flow. Challenge yourself to get just the first 4 and everything will fall in to place from there.
List 20 reasons selling is good for YOU.
List 20 reasons selling is good for THE CLIENT.
List 20 downsides of not making sales, for YOU.
List 20 downsides of not making sales, for THE CLIENT.
List 20 ways you impact your community and the world in a larger way, by making sales.
List 20 specific non-selfish things you would spend money on, if you had your dream income.
Example answers to number 1:
Making sales gives me the money to invest in my education and improve results for all of my clients
Making the sale to a new client is the first step in allowing me to help them improve their life, which gives me fulfillment and happiness in my work
Making sales allows me to provide a better life for my family
Mastering your money mindset is something that I believe to be very important. On the outside it might seem a bit hoky and woo-woo, but I firmly believe that aligning your beliefs with your actions is important. Many of us grow up being told things like "money doesn't grow on trees", "money doesn't make you happy", "rich people are evil" and it has an effect on your subconscious beliefs.
If you want to explore this area, two books I really recommend are 'How To Make One Hell Of A Profit And Still Get To Heaven' by Dr. John DeMartini and 'Secrets Of The Millionaire Mind' by T. Harv Eker.
Both books have helped me develop this area of life, and explore some of the limiting beliefs and sabotaging thoughts that held me back.
* 'Rich Dad, Poor Dad' by Robert Kiyosaki is also heavily recommended by many people, but honestly, I haven't read it.
If you're going to get the books, make sure you do the exercises in them. Just reading without taking the actions recommended will have little effect.
In part 2 of this 3-part training we get down to the nitty-gritty, step by step stuff that you can implement immediately, starting with a look at how to get potential clients in to consultations and how to structure the process of the sales journey.
Before that, make sure you action this stuff. I promise you, it works and is super important.