Mindset

Why You Don’t Like Selling – And What You Can Do to Change Your Mindset

Personally, I have found it to be a bit overwhelming to service existing clients while simultaneously looking for new ones. Not to mention the regular operational and administrative tasks that must get done.    

A moment of transparency – there were times when my client roster was bursting at the seam, but I wasn’t delivering the highest level of quality. Why? I was so engrossed in servicing the clients that I didn’t take the time to put in solid operational procedures. On the flip side, when I took the time to build a solid business infrastructure, I didn’t have a ton of time to do marketing and sales and my revenues were coming up a bit short.  

Why?

I decided that I wanted to grow my business without sacrificing my marriage, relationship with my kids and self-care. Therefore, instead of burning the midnight oil 7 days a week I decided to shift my mindset and the way I thought about business and sales and develop a slow-pace of growth versus a fast-pace unsustainable growth.

Can you relate to this?         

So, what’s the secret to ensure that no area in your business gets neglected?  

Well, personally I don’t think there is a secret, but here are 3 CEO Tips that helped me change my mindset about selling and understand it is a process and not a one-time event.  

  • CEO Tip #1 – REFRAME YOUR MINDSET – Understand thatsales isnot about convincing someone to buy your product or service. It’s about creating relationships where you offer extreme value to your ideal clients and they pay you to make their lives easier. Think of it as a value exchange. As a CEO your job is to solve the most pressing problems that you ideal clients have.
  • CEO Tip #2 –  FOCUS ON YOUR IDEAL CLIENT – Take time to learn about our ideal clients pain points: what keeps them up a night, what do they worry about, what are their greatest fears. Once you intimately learn about your ideal client ensure that your product or service is the solution to their problem.  Share personal stories in your marketing messages to let them know how you’ve overcome the same problem. Provide client testimonials that showcase the before and after transformation of working with you.
  • CEO Tip #3 –  CREATE A SALES SYSTEM – Utilize technology to create a “Stay In Touch” campaign with your ideal clients so you will always be top of mind. Marketing automation with a personal touch is a great way to nurture relationships with your ideal clients. Consistent social media posts, weekly newsletters and e-mail marketing filled with how to’s and other helpful advice are marketing winners.

Sales is about developing relationships, offering value and solving problems. Much of the stress and anxiety related to sales is rooted in the idea that you must close the sale quickly. If you want sales today, you should have started 6 months ago to give you time to nurture and build relationships. If you want sales in 6 months from now start today. People need time to get to know you, like you, and develop a level of trust with you.

Sales is an essential skill that every CEO must develop. It is rooted in ensuring that you understand why your client will choose you over your competitor (your value proposition) and ensuring that your brand and marketing messages shout this value proposition from the roof top.

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