We all know that sales are crucial to business success. But most entrepreneurs, founders and small business owners out there are great at running their business and doing what they should be doing. But their weak point is sales, and they’d almost rather do anything else!
According to Niraj Kapur, expert sales coach and author of ‘Everybody works in Sales’, sales are about helping people get results, it’s about serving your customer so that they feel like they won. And, if you develop relationships with your customer, and do it properly, you win too. This episode of 🎙The 4am Report🎙 is all about sales planning for 2022 and along with Niraj, we bring you Catherine Watkin, the master of heart-centred sales to tell us how to do just that.
Catherine shares how heart-centred sales differ from traditional sales, because it’s all about serving the person you’re selling to (and in doing that, serving yourself!). It’s not about money at all costs or getting that ‘yes’ however you can.
“For me, heart-centred sales comes from a place that says: I have something of value here, that’s going to make a true difference to you. Let’s have a conversation. If the salesperson is truly heart centered, they could decide not to invite the client to work with them, because it just doesn’t feel like a good fit.”
She tells us about the importance of the language you use, allowing your client to feel safe, that it’s okay to say no and that you respect their choice. They might even refer another person to you!
You’ll discover the difference between an upsell and genuine value, and that a truly heart-centered business will be good for the client and good for your bank balance at the same time. Intriguing stuff!
Next up on this episode is Niraj Kapur, author of ‘Everybody’s in Sales’ to debunk some of the myths around selling and share some of his tips and tricks to help anyone sell better. Much like Catherine, he believes that if you put the other person first, if you try and serve them, help them discover their needs, all of a sudden, sales are effortless and something you actually enjoy.
In this episode, Niraj shares how he helps clients change their mindset around sales, why rushing to the price gets you rejected and what kind of questions you need to be asking so that you can get to the root of your customer’s problem – and solve it.
Niraj tells us how to keep the conversation going, the importance of a good recap, when to be quiet in a sales conversation and what to do if you get ghosted. He also shares how to do a good follow up: “First of all, you have to remind them about their challenges, and remind them about the solution you offer. Because people have probably forgotten half of what you talked about. Second thing is you’ve got to think of different ways of communicating with people. So, if an email is not working, you want to try video, a LinkedIn voice note, or a handwritten letter.”
For more insights from Catherine and Niraj in this special Masterclass on Sales Planning, you’ll have to listen to the episode. You can also follow Catherine here or Niraj here to get some more of their sales wisdom.
Want to chat more about your marketing concerns (or any of your content!)? Give us a shout at C+P Digital – we would love to help!
Plus, if you’re losing sleep over a particular marketing/business related problem or if you would like to suggest a guest on the 4AM Report, let us know.
