The money conversation is usually where 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 – provided you can bring some self-awareness to the table.
Here’s the deal:
If you feel awkward when it comes time to talk about your rates and fees, 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:
“I can do this in my sleep, how could I charge this much for it?!”
“They’ll find out I’m actually an impostor” or:
“I should be charging much more, but I don’t know how”.
Or indeed, anything else that’s to do with you, then you know:
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.
And it’s not about how much time something takes you, or how much you enjoy doing the work, or even about how good you are at it or how easy it is for you.
Selling is only about the other person, their goals, their decision, and their outcome.
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 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.
Suddenly you no longer feel awkward about the money conversation, because you’ll be having a conversation about how badly the buyer wants the outcome… and whether or not it’s worth it to them.
That way, you’re letting the buyer have the money conversation (worth it/not worth it) by themselves, and you don’t have to feel awkward about it.
On another note:
I’m building an app that coaches you on working your pipeline, moving your deals forward – and closing them faster and at better rates.
It’s called SalesFlow Coach, and we’re scheduled for beta-release in June 2022.
Register here to be notified when it goes live.
