How to Get Comfortable When Asking for the Sale
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Are You Great At The Interaction – But Not So Great At The Transaction?
After coaching women business owners for the past few years, I’ve come to realize that as women, we are naturally good at the interaction and really bad at the transaction.
Connecting over a cup of coffee? No problem!
Quoting our services proudly and confidently? Suddenly we get all squirmy.
The other day my business partner Chris and I were on the phone with a woman who was selling us her services and we were ready to buy. We were near the end of the call when I realized she never quoted us her price. When I asked her what people pay her for her service, she must have thought I said “how” because she went on about PayPal, credit card, etc.
Here she was about to get off the phone with very interested prospects without ever telling us what her service would cost.
Now I’ll be the first to admit that I too have had a hard time moving from the interaction to transaction. In my first business, started in 2002, I struggled to make over $30,000 for the first three years. One of the major reasons was because I was resistant to ask for the sale.
I imagined sales people were pushy, aggressive, manipulative and sleazy and NO WAY was I going to resemble that. So I went in the other direction. Freely giving of myself and my knowledge and assuming that if people got enough value from me – they would automatically hire me. I think you know how this story ends.
So I had to learn a new way – a new way to approach prospects – a new way to transition into the sales conversation and a new way to “close the deal.” (See I even put “close the deal” in quotes thus further proving how uncomfortable we are with sales terminology!)
Once I got comfortable with the idea of selling (and what it REALLY is) and more proficient with the sales process, my sales started to go up – from struggling to make $30,000 one year – to generating $82,000 the next to $112,000 the following year.
So why is it that as women, we have such a hard time asking for the sale? I have a few theories:
- Low self-esteem
- Taught to cooperate, not compete
- Our view of sales
- The way we network
- How we transition to the sales conversation
These five topics are covered in the first five chapters of the “Interaction To Transaction” book. As you can imagine, they are unique challenges but are all interwoven.
Then we discuss some other challenges women have around charging what they are worth. Without exception every women business owner we have met and worked with is vastly undercharging for her services. We explore why this is and give you some practical steps to take to start making the money you desire and deserve.
Lastly we address a well-known phenomenon (the high percentage of businesses that fail) by revealing a little-known cause (that only 20% ever achieve in any undertaking), why that is the case and the secret to making sure you are in the 20%.
Here’s more of what you will learn:
- Why 80% of women business owners will never succeed (and what you absolutely must do to be in the 20%)
- The #1 thing that you unconsciously convey to your prospects that will derail your sales.
- Why women have such a hard time asking for business (and why it’s so much easier for men!)
- How to get more business from your networking (and not waste time with people who just want to have “coffee”)
- Exactly what to do when you’re in front of a prospect that will get them to say yes!
- The secret to getting business from networking events (so that you don’t waste your precious time socializing without making any money!)
- BONUS CHAPTER FOR DIRECT SELLERS: Many times direct sellers attempt to “share” their marketing plan with friends and associates and feel like they are doing a “bait and switch” which leaves them feeling awkward and uncomfortable. We reveal how to share your “Marketing Plan” in an authentic yet effective way.
Just putting a few of these strategies into action can increase your sales right away. Get ready to radically change how you’ve been moving from interaction to transaction.
Here is my promise to you… Unlike many books that lose their “mojo” about half way through, this books gets more insightful, more powerful and more applicable as you read on. As a matter of fact, I have saved the best for last. Even the conclusion contains a game-changing exercise for your business!
Read what my readers are saying about my book:
“I'm crazy about this book! I am placing it on my recommended reading list for corporate clients.”
Dr. Reesa Woolf, Business Presentation Mentor, www.inaweekend.com
“I LOVE this book! I shared it with my consultants last night at my event, and am sending them your information so that they may get their own copies. Thank you so much!”
Laura R. Messineo, Independent Sales Director, Mary Kay Cosmetics
"I received your book, 'Interaction to Transaction' and I LOVE it. I want to give it to my entire team. How do I purchase multiple copies?”
J. Lewis, Phoenix, AZ