The money conversation is where most people feel most uncomfortable in the whole sales process.
The good news is, if that’s the case for you, there’s a fairly simple solution.
But, it only works for those with self-awareness.
Here’s the deal
If you feel awkward about asking for a large sum, even though you know your work is worth it, it’s very likely because you’re making it about yourself.
If you have thoughts like “It only takes me xyz effort” or “They’ll find out I’m actually an impostor” or anything else that’s to do with you, rest assured:
You’re making it about yourself.
And the beauty of selling is:
It’s never about you.
Not your accolades, your impressive client roster, your proprietary process or your decades of experience.
Selling is only about the other person, their goals, and their decision. It’s about what they get.
So if you have the self-awareness to accept that you’re being self-involved instead of deeply focused on the other, you get to switch.
You get to resolve to ask them about their goals and problems and concerns.
You get to focus, with them, on what the exact outcome would be, of getting your help.
Which then leaves the buyer with a choice: to buy or not, based on whether getting that outcome is worth making the investment.
Note: worth it here is not an absolute, it’s very subjective. That’s another trick to keep you focused on the other: “Is it worth it to them?”
Like I said, it’s a simple solution – not necessarily easy, but simple yes.
Each day, I help entrepreneurs make this shift, and each time someone does, it does wonders for their sales and their revenue.
Talk to me if you want some of that…