𝐇𝐨𝐰 𝐈 𝐡𝐚𝐝 𝐭𝐡𝐞 𝐜𝐨𝐧𝐟𝐢𝐝𝐞𝐧𝐜𝐞 𝐭𝐨 𝐬𝐞𝐥𝐥 𝐚 £𝟑𝟎𝐤 𝐜𝐨𝐫𝐩𝐨𝐫𝐚𝐭𝐞 𝐜𝐨𝐧𝐬𝐮𝐥𝐭𝐢𝐧𝐠 𝐩𝐚𝐜𝐤𝐚𝐠𝐞 (𝐰𝐢𝐭𝐡 𝐧𝐨 𝐫𝐞𝐚𝐥

You’ve heard it before as I have …

Sell small ticket offers first and get some sales experience before you sell big ticket offers.

I took a different approach … and it landed me a £30k assignment with no real sales experience!

And here’s how …

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One voice stood out above the audience “I need your help Chris”.

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I was stunned – I only spoke at the conference to help a friend when he was short of a speaker – and I didn’t make a sales pitch or have a call to action.

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That voice was from a Finance Director, and he’d heard my presentation and knew I could help solve his problem.

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“Can we meet and discuss a project, Chris - I need your help"?

My mind was racing with anticipation and the anxiety kicked in.

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𝐌𝐲 𝐏𝐞𝐫𝐬𝐨𝐧𝐚𝐥 𝐂𝐡𝐚𝐥𝐥𝐞𝐧𝐠𝐞 – 𝐌𝐲 𝐈𝐧𝐧𝐞𝐫 𝐂𝐫𝐢𝐭𝐢𝐜

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I was a career project manager and now faced one of the biggest challenges of my life …

… my own thoughts … lack of confidence … my internal self-dialogue. 

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Here’s what I heard …

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“Chris, you’re a career project manager - what do you know about sales”?

“You’ve spent 20 yrs. in an office running projects and dealing with corporate stakeholders; what do you know about sales”!

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That was what was going in my head.

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Yet here I was meeting, with a big hitting Finance Director about to a consultancy service.

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𝐓𝐡𝐞 𝐒𝐚𝐥𝐞𝐬 𝐌𝐞𝐞𝐭𝐢𝐧𝐠

Sat in my first ever sales meeting I was working overtime to keep calm.

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The internal self-talk was running wild, so many what if’s …

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We discussed the project, the company and then the three big questions ..

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How much will it cost, how long will it take, and when can you start?

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In a split second my thoughts raged from …

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… how much do I say … what if I lose the sale …what if I can’t deliver it …

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And then I remembered three things …

✅ I’m the expert here on this type of project, after all I’ve been doing it for 20 years. 

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✅ I’ve presented proposals to Finance Directors of FTSE100 companies.

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✅ I know how to handle budgets; I’ve managed multi-million pound budgets before

And then the words came out as if spoken by someone else … £30k, three months and soon as we can sign an agreement.

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The confidence flowed as we discussed the project and the costs.

I thought about other sales people I knew; how would they handle the call? … how would they stay in control?

He went for it and in a second meeting, the agreement was signed, and we agreed a start date.

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My first sale as an independent consultant and £30k in the bank.

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𝐓𝐡𝐞 𝐑𝐞𝐚𝐥𝐢𝐭𝐲 𝐨𝐟 𝐒𝐚𝐥𝐞𝐬

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➡️ People buy from those they know like, and trust. The real secret is in building that unconscious rapport that screams “I'm like you and I feel safe with you”.

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➡️ The process you take you prospect through is critical and must be carefully managed to avoid selling to them.

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➡️ People buy when the value to them exceeds the investment. 

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I learned a lot that day … you don’t need to be experienced in sales to sell high ticket offers.

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𝐎𝐧𝐞 𝐭𝐡𝐢𝐧𝐠

One thing you do need is confidence … 

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► confidence in your own ability

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► confidence to control the meeting

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► confidence in the value you deliver

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𝐖𝐡𝐚𝐭 𝐈’𝐦 𝐒𝐞𝐞𝐢𝐧𝐠 …

Lots of coaches leaving money on the table because of a lack of confidence in their own ability, in their sales skills

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Tomorrow, I release my new video on how to create the confidence to sell a high ticket offer – even if you have no sales experience or hate sales.

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Get early bird access to the “Sales Confidence Creator”,👇

Drop a comment of “SALES” in the comments below to get access.

Chris