mindset

[338] Why you feel scared of selling (and what to do about it)

Are you scared of selling? Are you crippled by nerves when it comes to pitching for new business or asking for the sale?

In this episode, sales expert Marcus Cauchi gives practical advice on overcoming your fears using tried and tested techniques that will allow you to make sales naturally and authentically.

{Click on the player above to listen to the podcast episode and/or read on for a detailed overview. Scroll down to the bottom to read the show notes including all the links mentioned in this episode}.

Why are most of us scared of selling?

Marcus believes this is down to things we were told as a child. Statements such as, “Children should be seen and not heard”, “The customer is always right” and, “You can’t trust salespeople” influence how we do business - and not always in a positive way.

“We’re conditioned from childhood to associate sales with slimy, pushy, self-interested sales people and therefore every experience we’ve had with them is largely negative. As a result, we try not to be one of them,” he explains.

And instead of seeing ourselves as being equal, we tend to put our customers on a pedestal – and in doing so we give away our power.

How to get your prospects to do the selling

One of the biggest mistakes people make in sales is to focus on themselves - rather than their prospect, says Marcus.

“When you talk about yourself you fall into a trap where, when you tell people stuff, they don't believe you. When you show them, they believe a little bit. When other people tell them, they'll believe some of it, but they always believe everything they tell themselves.”

An effective salesperson listens 70% of the time and talks 30% of the time. And when they do talk, they ask questions, rather than give information. This allows the prospect to tell their story, to talk about the pain they are experiencing and explore the possible solutions - meaning they actually end up selling to you.

This is very different to how sales is traditionally taught which typically involves the following steps: qualifying loosely for money, presenting features and benefits, then closing the prospect.

Marcus sees this as manipulative. He'd much prefer people volunteer for the sale and ask, "When can we start?"

This is a far more efficient, effective and authentic way of selling because people hate to be sold to but they love to buy.

How to plan your sales conversations

When people feel under pressure to make a sales, they tend to talk a lot and try to educate, says Marcus. But this doesn’t work because you’re telling the prospect what/how to think, rather than helping them draw their own conclusions.

To avoid this he suggests being clear on what you're trying to achieve in a conversation with a prospect: “All too often people go into a sales conversation with no plan,” he says.

It’s important to plan what your desired outcome is, and decide in advance on your best case scenario, what will be acceptable, what your worst acceptable outcome will be and what your walk away point is.

“Plan eight to ten great questions that will make your prospects prick up their ears. I believe we differentiate in the questions we ask, not the information that we give. That's where our credibility comes from,” says Marcus.

How to diagnose not sell

Marcus advises consultants and coaches to diagnose rather than sell - using the analogy of doctors who always diagnose before they prescribe.

An effective salesperson asks a series of questions, with permission, then nurtures the prospect through a discovery process where they self diagnose that they have a problem, he says.

The key is to help prospects discover for themselves why they want what you have to offer. The idea is to help them reach their own conclusion so they volunteer the sale and say: "I want you to help me. How do I pay? When can we get started?"

When you do this, you’re not pushing, says Marcus. In fact you're doing the opposite. You're not trying to convince – your prospect has to convince themselves.

How to voice your concerns/qualifying prospects

Qualifying your prospects is an essential part of the sales process, allowing you to make an informed judgement about whether you and the potential client or customer will be a good fit.

This can include voicing any concerns either party has about working together. Janet explains how in the past she has had concerns about event sponsors not having the resources to follow up the leads they gather as part of the sponsorship arrangement. She has learnt that it’s worth being honest about these concerns before agreeing to bring them on board as a sponsor.

Marcus agrees: “If you're going to have half-hour conversations with non-prospects, it's going to be a disaster. If on the other hand, you're going to have three to five-minute conversations with people so that you can qualify them in or out, that brings value and raises awareness and familiarity.”

He reminds us that too often, people focus on the wrong end of the problem and forget the question: “What's the thing we're trying to fix?”

Marcus’s Top Tips

  • Start with your intent - Your intent is not to sell, but to understand and make sure that the other person knows that you're there to help them, not yourself.
  • On sales calls and in meetings be clear, upfront about what you both want to happen, what you don't want to happen and what the boundaries are.
  • Ask quality questions, not bland, mundane questions. Then listen. Too often people are only silent long enough to look for the pause when they can jump in.
  • Slow down - allow for double or triple the time that you're currently putting in for sales calls to give you the time to ask the questions you have planned and your prospect the opportunity to answer fully.

Podcast Show Notes:

  • Marcus’s business story (8:30)
  • Why selling always has negative connotations (10:20)
  • How to change your selling behaviour so people will engage with you (and buy from you) (13:50)
  • How asking questions will help start a conversation (plus examples of how to do this) (15:52)
  • How to make your prospect feel comfortable (plus dealing with imposter syndrome) (21:50)
  • Why you shouldn’t try and please everyone (32:26)
  • How this technique can change your mindset both professionally and personally (38:25)
  • Why you shouldn’t be pushy when you’re selling (44:55)
  • Marcus’ key tips for improving your selling technique (47:15)

Resources

Marcus Cauchi: Website

Marcus on LinkedIn and Twitter

Apply for a place on the LinkedIn Content Strategy Masterclass here

Get your hands on the ‘How to write awesome sales copy’ course now

Janet Murray’s Audience Calculator

Register your interest in the Build Your Audience programme

Order the 2019 Sorted Content Planning Toolkit here

Order the 2019 Media Diary

Order the 2019 Media Diary and Media Diary Owners’ Club

Order the 2019 Wall Year Planner

Janet Murray’s Love Marketing Membership

Love Marketing, Make Money Income Goals Checklist

The Janet Murray Show Podcast Guide

My YouTube channel

**MY BOOK ** Your Press Release Is Breaking My Heart (A Totally Unconventional

Guide To Selling Your Story In The Media)

Connect with me on Twitter, Instagram, Facebook and LinkedIn

 

[260] How to turn failure into success

In this episode I share practical tips and strategies for turning failure into success, based on my own recent experience of dropping out a marathon and successfully completing another weeks later.

Listen to this episode to find out what practical steps I took to turn my failure into a success, and how those lessons can be applied to your business.

Here’s what you’ll learn in this episode:

  • Why I pulled out of the London Marathon a few weeks ago (7:15)
  • Why taking action immediately after failure is important (8:40)
  • How I changed my strategy to achieve my goal of finishing (12:40)
  • My process for dealing with failure (18:32)
  • What you can learn from failure (and how it can spur you on) (21:08)
  • Why accountability is important (but you shouldn’t let it overwhelm you) (25:18)
  • How visualising your success can improve your mindset (26:40)
  • Why you need to be able to change direction if your plan isn’t working (29:56)

Resources

Episode 252: How to bounce back from setbacks

Ectopic Pregnancy Trust

Media Influence Live

Soulful PR Studio

Soulful PR Podcast Guide

My YouTube channel

**MY BOOK ** Your Press Release Is Breaking My Heart (A Totally Unconventional

Guide To Selling Your Story In The Media)

My FREE Soulful PR Facebook Community: tips & advice for promoting your business

Connect with me on Twitter, Instagram and Facebook

 

[156] How to be gritty (and how it can help your business)

If you’re running your own business, there will be times when the going gets tough and you need to overcome challenges.

In this episode, I share seven things I learned from running the London Marathon that can be applied to my business (and to yours too).

Here’s what you’ll learn in this episode:

  • Why you need to set realistic goals for your business
  • Tips on getting the right support when you need it
  • How to deal with setbacks - and come back stronger

Key resources

The Soulful PR Studio

Soulful PR Live - July 13th & 14th 2017 

ResponseSource

Podcast The one thing you can do to get more social media followers (episode 136)

Podcast Product launch strategies that actually work with Mark Asquith (episode 153)

Podcast How to stop talking about your goals and actually achieve them (episode 072)

Podcast Should you join a membership site (episode 148)

Podcast Behind the scenes of my business (episode 150)

Blog post Seven reasons to attend live conferences and workshops

**MY BOOK ** Your Press Release Is Breaking My Heart (A Totally Unconventional Guide To Selling Your Story In The Media)

My FREE Soulful PR Facebook Community

Connect with me on Twitter, Instagram and Facebook

What to do next

If you enjoyed today’s show, please share it using the social media buttons at the top of this page.

I’d also love it if you could take a few minutes to  leave an honest review and rating for the podcast on iTunes. I read every one personally and may even read yours out on the show.

And don’t forget to subscribe to the podcast on iTunes, to get automatic updates every time a new episode goes live.

 

[072] How to stop talking about your goals and actually achieve them

Do you set goals for yourself you don’t deliver on? Are you good at starting projects but not so good at seeing them through to the end? Or do you procrastinate so much, you can’t get started at all?

If you’ve answered ‘yes’ to any of these questions, you’ll love this podcast episode on how to stop talking about your goals and actually achieve them.

Here’s what’s covered in this episode:

  • Why you need to start new projects before you’re ready
  • How setting deadlines can spur you into action
  • Why accountability is the key to getting things done

Key resources 

**MY NEW BOOK – OUT 7 JULY 2016 AND AVAILABLE FOR PRE-ORDER NOW ** Your Press Release Is Breaking My Heart (A Totally Unconventional Guide To Selling Your Story In The Media)

Soulful PR Live (meet eight national journalists and find out what they’re looking for in a story)

My Soulful PR group coaching  programme (starts Sep 5)

The Soulful PR Business Club

My FREE Soulful PR Facebook Community

What to do next

If you enjoyed today’s show, please share it using the social media buttons at the top of this page.

I’d also love it if you could take a few minutes to  leave an honest review and rating for the podcast on itunes. I read every one personally and may even read yours out on the show.

And don’t forget to subscribe to the podcast on iTunes, to get automatic updates every time a new episode goes live.

[039] How to be resilient with 'Tough Girl' Sarah Williams

If you have a business or brand to promote, you're probably out there selling yourself - in a variety of ways - every day of the week.  Inevitably there are setbacks and sometimes it can feel like you're hearing the word 'no' far more than 'yes'.  Recovering from disappointments and picking yourself up and trying again (and again and again and again) takes perseverance and resilience.

Sarah Williams - aka The Tough Girl - is an author, blogger, motivational speaker, marathon runner and Kilimanjaro climber. She's also the host of the Tough Girl podcast in which she interviews inspirational women who’ve used their bodies and minds to achieve incredible things - from climbing some of the highest mountains in the world to competing in Iron Man competitions to overcoming cancer.

In this episode, she shares what she's learned about resilience from some of the toughest women on the planet - and her own experience of tackling physical challenges - along with practical tips and strategies on developing mental toughness (and how it can help us succeed in business and in life).

Here’s what's covered in this episode:

  • Sarah's journey from banking to online business 
  • Why Sarah decided to interview some of the toughest women in the world - and what she's learned from the experience
  • Practical tips and strategies on tackling big challenges and developing resilience in business and life
  • Nature vs nurture: are some people naturally more resilient than others?
  • Why Sarah believes tackling physical challenges can help us develop mental toughness
  • How making mistakes - and learning from them - has helped Sarah develop her media interview skills

Key resources and links

Sarah's website and podcast 

Sarah on Twitter 

Fear-free pitching with Alexia Leachman (episode 3)

The F-Word with Jonathan Tilley (episode 27)

How to land a TEDx talk with Elizabeth McCourt (episode 35)

New Media Europe 2016 

My FREE Soulful PR Facebook Community 

Chris Ducker's Tropical Think Tank entrepreneurial mastermind conference

What to do next

If you enjoyed today’s show, please share it using the social media buttons at the top of this page.

I’d also love it if you could take a few minutes to leave an honest review and rating for the podcast on itunes. I read every one personally and may even read yours out on the show.

And don’t forget to subscribe to the podcast on iTunes, to get automatic updates every time a new episode goes live.

What to do when you feel like giving up

I've run two marathons and the hardest part was definitely the last 800m.

Both times round, I remember seeing the 800m marker and thinking there was no way I could make it to the next one (600m). And the next one (400m). And the next one (200m). And the next one (the finish).

Even at the time, it seemed mad to me that, having ran more than 25 miles, my body and mind were putting up the most resistance  at the time when I could actually see the finish. 

I notice exactly the same thing with my business;  I power through the first 95% of a project with gusto, but the last 5% is often the part where I put up the most resistance. The part where despite being so close to the 'finish line'- I feel overwhelmed, paralysed by the smallest of setbacks and most at risk of giving up.

We all have different times when we feel most like giving up - even when we want something badly. Some people struggle getting started. Others lose heart during the 'messy middle'. Many - like me - struggle most when the end is in sight.

So this week's round up is a bunch of inspiring reads for those times when just putting one front of the other feels hard. Enjoy

Tips for dealing with the motivation black hole from Sarah Morgan. 

Sarah Von Bargen on how to enjoy work even when you’re  busy + kind of overwhelmed. 

When giving up really isn’t: taking a step back from Jocelyn Kerr.

The upside of actually giving up from Danielle LaPorte. 

10 things you must give up to get yourself back on track from Marc and Angel.

Feel like you should be further ahead by now. Do this pronto from Marie Forleo. 

4 things to do when you feel like giving up from Christy O'Shoney. 

Clint Salter on 7 things to do when you feel like giving up. 

Success, failure and the drive to keep creating from Elizabeth Gilbert.

Why you should spill your secrets from Elizabeth McCourt.