Why you're already great at sales (and how to get better)

In which I explore why selling makes us feel so icky, hope to convince you that you're already a GREAT salesperson, and share 7 steps to help you become more confident, and create more sales, through the power of empathy and human connection.

Why does selling feel so icky?

So what is it about selling that raises such strong emotions? When I ask you to imagine a salesperson, what comes to mind? What words jump into your head?

In his brilliant book, To Sell is Human, Daniel Pink shares that many people imagine a stereotypical car salesman. Words like 'sleazy' and 'pushy' are used to describe salespeople.

Being on the receiving end of the hard sell or the cold call/DM can elicit visceral, negative reactions. This is because those pushy, sleazy salespeople trample on our most basic human needs, making us feel like we don't matter. As though our needs, fears, concerns and objections aren't important. These interactions lack human connection and because of that they leave us with a powerful feeling of... well... ickiness.

So why does this matter to you?

The challenge is that these negative experiences bleed through into your own beliefs about selling. I recently did a survey of my email and social media audience to find out more about my audience's fears, struggles, and frustrations when it comes to selling. The most common theme by far was a fear of coming across as pushy.

Is this you? Are you holding yourself back from reaching out to people who could genuinely benefit from your products or services? From growing your business and creating the income that you really want? All through a fear of annoying people or being pushy?

If this is you, I empathise, I really do. This was me for such a long time in my business. I was so terrified of annoying people and losing leads, that I wouldn't reach out. I had 3 programmes that I hadn't yet launched and I remember listing to Daniel Pink's audiobook as he outlined the characteristics and practices behind selling successfully. Thankfully I was in my car, because I couldn't help shouting out in frustration... "but that's what I do... why can't I just bring myself to actually sell my programme?"

The epiphany

The challenge was, after more than 2 decades of paid employment, I just didn't have selling as part of my identity. Until one day I had what I call a 'blinding flash of the completely obvious'. Because I realised that my whole career in research management was about selling research. So I sat down and thought deeply about what it was that made me so successful at selling and leading by influence. The techniques that I used, and which I'm going to share with you here were instrumental in creating 6-, 7-, and 8-figure income success.

What if I were to tell you you're already great at sales?

So this is my aim for you. To flip your mindset and beliefs about sales.

Let me ask you a few questions...

Have you ever persuaded a child to eat their vegetables?

Ever managed or led a team?

Ever taught someone a skill?

Ever won an argument?

Ever helped a friend through a crisis?

In short, have you ever helped somebody to change, to move in behaviour, mindset, success, business or relationships?

If you're human, the answer is a resounding YES, because you do this every single day. It comes so naturally to you that you don't even think about it, because the secret to selling without selling is human connection, empathy, curiosity and a deep desire to help the other person in the way that THEY want to be helped.

All so you can understand their perspective, their deepest needs, their values, and their purpose. So you can show them that you truly care.

How YOU can make more sales without ever feeling pushy

So let's translate this back to your business so you can sell with confidence, passion and empathy. So you can truly speak the language of your audience and create offers that they really want to buy. And ultimately create the financial success you desire and deserve.

The answer? To follow the 7 simple steps of Empathic Pitching (TM), a distillation of my 20 years experience selling in research and business, and a sincere passion for helping YOU change the world.

Step 1: BE your brand. Get clear on what lights you up, your why, your values and your passion. Find your zone of genius and stay there. Be committed to the difference that your audience needs you to help them create.

Step 2: Offer a New Opportunity. Show that even though your audience may have struggled for years, and failed many times, your opportunity is different. Understand their deeper struggles and help them believe in success.

Step 3: Speak to your audience's WHYs. Seek to understand, and then communicate WHY your audience should care about your offer, why it matters to THEM. How it will help them create the success they desire.

Step 4: Build and engage your audience. Give value in free content that genuinely helps them - like a blog, social media post, podcast, or email. By providing great value you create trust and powerful relationships.

Step 5: Create offers that stick. See what your audience truly want and need, then create offers that will genuinely meet their needs. Help them to want to invest in themselves - with you.

Step 6: Sell without selling. If you've done steps 1-5, this is easy. Reach out with curiosity, empathy and a desire to learn. Be interested in their lives and businesses, care about their deeper struggles.

Step 7: Create a powerful customer journey. Keep on learning and growing with your customer so you can anticipate their needs and always show them the next step along the way. Always underpromise and overdeliver!

Are you willing to give it a go?

"If you believe your product or service can fulfil a true need, it's your moral obligation to sell it" - Zig Ziglar

So how do you feel now about selling? Are you willing to give it a go? Willing to come from a place so service? Willing to see that selling an offer that has the power to transform another person's life is a wonderful gift?

Whenever the doubts creep in, just connect to this quote from Zig Ziglar and sell with empathy and compassion.

Go on, I DARE you!

A fantastic opportunity for you

Because I am so passionate about helping you to create the business and income success that you truly desire, I will be giving a live training webinar on Wednesday 1st March from 5 - 6.30pm UK / 12 - 1.30pm EST:

The 7-Figure Secrets to Making More Sales (even if you really hate selling)

Register for free here to make sure you get email reminders and how up early on the day to make sure you get a place, as I'll be limiting the live places to 20 to create a really connected experience. Don't worry if you can't make it on the day. Just register so I can send you an email with the replay.

Want to hear more?