Fear of Sales Keeps Your Business From Growing
Are you one of the accounting professionals who don’t like to sell? Or, maybe even possess a fear of sales? Then you’re in good company. That’s because your clients don’t want to be sold.
You probably have a specific experience where someone attempted to sell you something which you really didn’t want to purchase. If that’s the case, then it makes perfect sense that you may have a fear of sales. This fear, however, affects your growth.
You’re not the pushy type. Plus, you probably play down your expertise. At the same time, you desire new clients.
This causes a dilemma. How can you attract new clients when you don’t enjoy the sales part?
Know Your Fears
There’s nothing wrong with your desire to avoid any type of sales. In fact, embrace the fact that you don’t like sales.There’s nothing wrong with your desire to avoid any type of sales. In fact, embrace the fact that you don’t like sales. #getpaidwhatyoureworth Click To Tweet
Fear of selling is pretty broad. So let’s take a moment to figure out exactly which part of sales you don’t like.
- Fear of rejection. It’s important that people like you. So when someone tells you no, it feels personal.
- The sales stereotype. You don’t want to feel pushy or “salesy.” Your self-perception rejects pressuring people. The thought of even asking for the sale rattles you.
- Personal experience. You’ve had personal experience with pushy salespeople and you don’t want people to think of you that way. Confrontation is not your style.
- You’re not assertive. The first sign of resistance causes you to back down.
- Lack a system. Since no one ever taught you how to sell, you lack a system or process which fits your style.
Your fear of selling can stem from one, or a combination, of these reasons. There’s good news. You can sell your accounting services without being pushy. And, discover how to accept a “no” without taking it personally.
Ask yourself where else in your life you finally faced a fear. You realized that specific fear held you back. As a result, you decided to finally resolve your fear. It took effort, but you persevered to bust through the limiting belief. And now that fear no longer effects you.
Your sales fear can also be resolved. Awareness is the first step. Start to realize how your fear limits your desire to grow your accounting practice.
A connection exists between fear and confidence. My clients discover how confidence grows as you shed your limiting beliefs. You get to choose a new perspective which supports your desire to grow instead of maintaining one which limits your potential.A connection exists between fear and confidence. Confidence grows as you shed your limiting beliefs. #getpaidwhatyoureworth Click To Tweet
As you already know. anything new requires practice. Your conversations with potential clients improve over time.
Since my clients don’t like the sales part, they learn how to engage in a value conversation. During a value conversation, you ask great questions which focus on the other person. By doing this, you increase your rates.
Your questions offer insight into the problem and the cost of remaining stuck. Because of this approach, potential clients naturally recognize your value – although the entire time you’re focused on them. If it’s a good fit, they’ll ask you how to work with you.
Follow these steps to turn your fear of sales into successful value conversations.
- Get curious. Some people will tell you no. Instead of stopping the conversation, get curious. Learn to ask questions which explore why they said no. Instead of shutting down as soon as you hear a “no” response, listen to their real, underlying concerns.
- Be client-centered. During the initial consultation, ask great questions to reveal their current needs. Then determine whether you can help them. Don’t ever make this about getting their money. Instead continue to focus on what’s possible once they solve their problem.
- Focus on discovery. Appreciate those pushy sales people. They gave you insight on how you don’t ever want to be. Instead ask specific questions which gain insight into the problem. You’ll gain trust simply by asking great questions which uncover their core concerns.
- Detach. People naturally want to postpone difficult decisions. Don’t focus on whether they say yes or no. Adopt the role of a trusted advisor. Expertly lead the potential client to make the best decision possible.
- Follow a system. Develop a series of questions which reveal a potential clients current problems. Then follow your system. Once we set up the system, I can train your team on how to enroll new clients with value conversations.
Set aside time after the session to review your consultation. You’ll gain insights about how you lead a conversation and the places where you need more practice. Then use those insights to adjust your consultation process.
The best part about developing your conversational style is no longer feels like “selling.”
Imagine enrolling new ideal clients into your accounting firm without feeling salesy. Be realistic. Don’t expect overnight miracles. Like any system, it’s a process.It’s possible to enroll new clients into your #accounting firm without feeling salesy. Develop a conversational style that focuses on the client. Read full post. #getpaidwhatyoureworth Click To Tweet
Yes, expect some mistakes along the way. However, you improve with practice, going from discomfort to comfort. Your accounting practice grows because you took action – even though it stretches your comfort zone.
As a price and profit coach, I work closely with accounting professionals to overcome their fear of selling. With value conversations, you enroll new clients when you don’t like the sales part.
Are you tired of selling your services and not effectively communicating your value? Discover how to enroll clients who happily pay your fees. Right NOW claim your FREE RESOURCE to enroll ideal clients who aren’t price sensitive.