MSL 113 - How I Became Great at Sales by Asking One Simple Question
A self-declared recovering marketer, I love sales. I’ve become very comfortable having sales conversations because they don’t feel like traditional sales conversations to me. They feel like a conversation where two (or more) people discuss a problem for clarity, assess fit for solutions, and take the next logical step: gain agreement to work together to solve the problem.
In my business, it is a mutual exchange and ongoing communication cycle when I work with a new client. Part of it is informing them on my approach and why my recommendations will solve their problem. The other part is them complying and contributing to the solution as what I do is intimately reflective of who they are and their vision for their work and business.
Finding the right approach to sales isn’t cookie-cutter—it’s an approach that must fit your personality, your work, and your comfort. Like I’m not a great self-promoter (ick) but I love developing relationships, getting my clients excited about their potential future, and bringing everything into reality with them.
Prompt
Go through your past sales conversations and practice going through the process of having the conversation where you ask them about their problem, ask clarifying questions, and then ask the magic question, “Do you want some help with that?” and see what happens. Note the objections. Note how you feel when you have sales conversations. Note how you feel about asking the magic question. Are you challenged with self worth? Are you struggling with asking for money? These are common triggers that solopreneurs struggle with, but they are easily overcome when you practice and address any mindset or emotional challenges around asking for business.
