What You Need to Know When Potential Clients Say “No” copertina

What You Need to Know When Potential Clients Say “No”

What You Need to Know When Potential Clients Say “No”

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 We go into sales calls with the high hopes that the person we are going to have a conversation with will say yes to our offer at the end. Of course we have high hopes- that’s the way it should be. We want all the positive energy going into the conversation. In fact, in the best circumstance, we hope that they come to the call already sold so that we don’t have to feel apprehension about getting them to a yes and instead, we can just experience the bliss of connection and excitement of moving forward.If they come to the call already sold or if we are able to bring them to a yes, then that also means we don’t have to experience the negative feelings associated with getting no for an answer.But, let’s take a pause before we get all caught up in the importance of having positive emotions because getting the answer no is very much a reality. It is part of the sales process when you ask a yes or no question. It’s a valid answer. So when you ask your potential client “Would you like to start coaching? Or Would you like to work with me? Sometimes people have the audacity to say the wrong answer! Come on, people, get with it, right?But seriously, it will pay off big time to take a closer look to see where you can find your empowerment even when you get the answer no. That is an option, my friend. Being empowered no matter what.The first step to being empowered no matter what is to normalize getting no as an answer. That’s my goal for our time together today. Here’s why: There are so many sales experts out there that talk about how to increase your conversions and how to get more sales. They talk about how to overcome objections. I’ve talked about it. And maybe all the focus on getting sales is why you think it’s a failure when you don't get a yes. You make it mean that you aren’t good at sales or overcoming objections.Real quick, I do want to say that yes, of course, there are specific skills you can learn that will increase the rate at which you get more sales and get better at turning a no into a yes. In fact, that is exactly what I offer on my free sales training calls. It’s a 1:1 Zoom call, that I do a few times every month for coaches like you that are ready to answer the question “I wonder if there’s anything I can do to make my sales calls better?” If you’ve thought that, take action. Find out. If you are ready to figure out what you can do differently than what you are doing now to close more clients, you need to book a call. Did I mention it’s free? Yeah, call me crazy, but it is. I love meeting coaches like you and some non-coaches. I’ve helped people in different industries up their sales game. Real estate agents, mergers and acquisitions investors, and of course, coaches in all kinds of specialties. It’s first come, first serve so sign up today. After you click on the link in my shownotes and sign up, I will send you the meeting information. In the sales training, I am going to thoroughly evaluate your current sales process and show you at least three areas that you can improve immediately. We are talking about improvement that gets you clients on your very next sales call. I have seen that happen over and over and it’s pretty cool. If you are ready to get on a call with a stranger (hi, it’s me. I’m stranger) and learn some amazing tips then grab your spot today. Show up for your business. Grab a spot. The link is in my shownotes and you can also go to my website www.catherinevanwert.com.So, as I was saying, you can get better on your sales calls outcomes but still feel bad when you get the no or not now answers. You won’t feel better until you can fully embrace feeling rejection first. If you don’t process this you will always carry a sense of impending panic and fear into your calls, even when you convert at a higher rate. You will still feel disempowered when you get the answer no. So if you want to process this so that you aren’t being held captive to the actions of another person, you will want to pay special attention to what I am telling you today. You can’t skip steps and the first step is to get good with no. You can get “no’s” all the time and not be good at getting no. So get good at it because when you are, you can create expansion and not contraction. You can step out more fully rather than shrink back with your offer. I am going to talk more about what this means, but first...You need to know that getting no is a normal answer even for the best of salespeople. What makes them go from good to great is being willing and able to allow the no’s to be no’s and not make it mean anything about their own skills or value and then, from that place, moving things along. Keep in mind, skills and value are subjective because they are tied with your personal style. You aren’t for everyone so the skills and value that you possess are not ideally used to convince clients who are not the best fit for you, but to skillfully articulate and ...
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