Do You Have A Sales Problem Or Is It An Offer Problem?

TRANSCRIPT AUTOMATICALLY GENERATED Hey, Hey, so today I want to have a practical conversation around sales. I know that there is a lot of mindset work that people need to do around selling. And I think that's really because we get very wrapped up in, when we make that offer, we're offering ourselves in some way, instead of offering a service that's separate to us. And so it can feel like we are offering ourselves and that makes that rejection or acceptance. Formal powerful than it needs to be. Yes, there is mindset work that needs to be done but there are also a lot of practical considerations that you can bring in that are far easier . So the first thing I want you to remember is that sales is a value exchange. You are asking your clients to give you money in return for what you are doing. They're going to pay you. If they believe that what they're getting is greater or equal to the amount of money that they are giving to you, right? That's the value. If you are having a problem with that value exchange, I want to challenge you that maybe you don't have a sales problem, but instead have an offer problem. If your sales problem is actually an offer problem, it's going to show up in a couple of different ways. Number one, you are not going to feel super confident, selling something that you don't think is your best. So I see this with people who have a skillset offer versus a super power offer, a super power offer. Is you selling something that is you at your best in the zone, using your innate talents, you're pumped and energized to deliberate. That's going to translate when you sell. If you're excited to deliver that offer, it's going to be so much easier to invite somebody in I give a skillset offer. It's not that you can't deliver results, but you, as the person delivering it are going to feel more drained, more tired, less excited about that offer. And even subconsciously that's going to come across in a sales conversation. So the first thing I want you to do is take a step back and ask yourself when you're delivering your current offers, do you feel like you're in the zone? All you and flow is time flying by. Are you excited to get on that group call? Are you excited to dive into your VIP day? That's usually your first clue that you might have an offer problem and an offer problem will translate in a sales conversation. The second place I see this really show up is in pricing of your office. It shows up in a couple of different ways what I hear clients say to me, when they're tired of delivering their OFA, when they're exhausted, when they're nearing burnout is I'm going to increase my prices and have fewer clients. Now that's not to say that that is not a completely valid strike. But simply deciding to raise your prices. Doesn't make you competent saying that price pricing is really about economics. I know in the entrepreneurial space, we're taught to just have these huge values on what we do, but if you don't believe in that price, if you don't believe it's the correct price for what you're offering, if you haven't put the practical valuation steps in place behind it, when you come to say that number, that lack of confidence is going to come through and that's going to impact on your side. On the flip side, we sometimes see when the offer is not right. So you're having all that crunchiness around actually selling it. Cause it's not like your super power and You don't feel like you're going to show up at your based. Sometimes you start to discount your offer to make that sales conversation easier. You start discounting a value, and that is such a dangerous place to be. Because once you start discounting, if people take you up on that offer, you're ready. Not that excited to deliver it. Now you're delivering it for even less money. That resentment is going to creep in so quickly. And then that is going to feed into your sales conversations where you're not going to want to add another client because you're not enjoying the expense. We need to remember that sales are an exchange of value. Both sides need to feel like they're winning, not just your clients. You need to feel like you are being fulfilled, not just in monetary terms, but yes, that you're being adequately compensated, but also that you are being fulfilled by what you're doing by the actual delivery. And even if that offer is selling, if you are starting to feel that resentment creeping in, it's harder to write your sales page or your sales calls are feeling a little more crunchy, it's time to take a step back and actually think about what your part of that value exchange is.