How to Get Better at Selling Without Feeling Salesy
Just a hunch but… you probably didn’t start your business because you love sales.
Or, even worse - self-promotion.
And, if you’ve been around the online world for half a second, you’ve likely been led to believe that your website or social media outreach is yet another way you have to show up for your audience.
You’re damn good at what you do and your services change lives.
But, the thought of coming across as pushy, manipulative - or, dare I say it salesy - has you second-guessing yourself.
If you’re anything like me, you’ve experienced the sleaze at least once… and it didn’t feel good.
When I was in personal finance, clients would creep into the office with their hands firmly on their wallets - anticipating a sales presentation instead of a conversation.
And it’s no wonder, when we’ve been taught to:
Land that client
Showcase your expertise
Pepper them with personal questions
Okay, maybe not in those words. But you get the idea.
Get them to open up, so you can close the sale.
Gross.
Bottom line? Being sold to does not feel good.
But… buying something that you value?
Now that’s a radically different story.
And it’s not hard to tweak just a few things to actually approach sales with sincerity AND confidence.
Change the way you speak to people - and more importantly, the words you use - and you’ll create massive career success and long-term, meaningful relationships.
So, how do you turn on the charm without turning off your clients?
#1- Empathize with the problem:
Try saying:
Have you been with friends who have all the big toys, 5-star trips, a nice house… and think, “How can they afford all that?”
You work hard and aren’t exactly struggling with money. But even after following all the best advice, your credit card is more catch basin - and less safety net - than you’d like by month’s end. Let’s look at how we can help.
Instead of skipping ahead to the solution:
You need to stop spending on credit and develop a solid budget.
#2. Ditch the buzzwords:
Like fiduciary, client-focused… comprehensive financial planning (isn’t all financial planning, comprehensive?)
And focus on relatable, real-life stories:
It’s no surprise that people love stories. They’re basically woven throughout our DNA.
If you’re looking to build trust, you want to be seen as relatable.
Rather than waving charts and graphs or 132-page financial plans at your clients, experiment with metaphors to explain complex concepts.
Trust me, clients don’t want to hear about diversification.
They’d rather hear about how you’ll tend to their investments like a garden - some plants thrive in full sun, some are late-bloomers, and some can weather anything that’s thrown at them.
By planting a variety of seeds across different investment types, their whole portfolio will thrive and provide a full, bountiful harvest.
#3. Ditch the pitch (...look, I know we just nixed tacky phrases, but let’s let this one slide.)
The truth is, passion is great:
I’m a certified life coach and I can’t wait to help you with your savings and investing and debt and…
But try to share the value instead:
It’s been said that most people’s #1 regret on their deathbed has nothing to do with wishing they had more money.
But you also don’t want to overspend now at the expense of your golden years.
As your financial coach, I help you take control of your money, so you can live a balanced, fulfilling life now - and in the future.
#4. Instead of highlighting failures:
Maxed out your credit cards again? Lost a pile of money in the market?
Confirm suspicions:
Everyone and your their brother-in-law has (*unsolicited) advice about YOUR money.
“Sell your investments, the market’s going to crash. All debt is bad debt. Buy this stock, it’s gonna be 10X its value.”
No wonder you're frustrated and skeptical. The last thing you need is another adviser pitching you canned advice that doesn’t apply to your situation.
You need proven principles that give you money confidence - instead of more confusion.
#5. Stop focusing on the hard work:
It’ll take a lot of saving and sacrifice, but we’ll get you to a point where you feel okay about your financial situation.
Focus on the end goal:
Let’s get you feeling deep-in-your-soul confident in your financial decisions with an easy, step-by-step money plan that works for YOU.
So, if you’re looking to sell authentically AND effectively, it’s time to take matters into your own hands and turn the sales conversation into just that… a real conversation.
Instead of plowing through a sales pitch - or hiding your head in the sand - you’ll finally build a process where you can convert with confidence and still sleep at night.
Because not being “good at sales” shouldn’t stop you from building the business of your dreams.
