What comes to mind when you hear the word sales? Is it fear, sleaze, anxiety, or other negative feelings? So many nutritionists and dietitians struggle with selling confidently. I know I used to. This episode is meant to help you make selling easier and maybe even something that you enjoy.
LISTEN TO EPISODE 122 OF THE FED AND FEARLESS PODCAST
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The Importance of Selling as a Nutritionist
They certainly don’t teach sales in nutrition school. In fact, many nutritionists never have to sell anything because they work at a place where clients are provided for them. Or if they take insurance, there isn’t much to sell either.
However, if you’re running a cash business, you need to get comfortable with selling. Several things will go wrong otherwise. You can energetically repel customers, you’ll be awkward on discovery calls, and you won’t make the sales your business needs.
If selling feels icky to you, remember that you are selling people a service that they already want.
Creating an Authentic Selling Experience
The first step to an authentic sales process involves connecting with your potential client. This will look different for everyone. Yet, the goal is always to build the “like, know, trust factor”. There’s a lot of vulnerability that goes into getting on a sales call as a customer. That’s why it’s your job as a professional to build connections and trust.
After the initial rapport is built, you’ll get into the listen and learn phase. It’s important that you determine if you really are the right person for your client. You don’t want to waste each other’s time. Your goal is to figure out the client’s main problem right now and assess how serious they are about solving it.
You can next move on to talking about the transformative nature of your services. By this point, you’re clear on what your client wants to achieve. While there are no guarantees, you should explain how you’re going to get them from their current problem to the solution they’re seeking.
Getting Clarity and Closing the Sale
Once you get through the first three steps, you get to decide if this person is the right client for you. You’ll need a specific offer to share. At this point, you should have enough information to decide which of your offers to share given their specific problem.
You’re now ready to close the sale. They may have questions or even objections. If you’ve prepared, you have already anticipated these. This is the time to answer questions in a way to dismantle objections and the client won’t feel any more resistance.
What problem do you have to solve for your customers? Leave a comment below!
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IN THIS EPISODE
- Why sales are important [3:00]
- Why selling people what they already want creates an authentic experience [8:15]
- Getting to know if a client is right for you [19:10]
- Talking about the transformative nature of what you do [23:45]
- How to decide what to offer a potential client [26:00]
- Closing the sale by addressing objections [29:00]
- Knowing the specific problem you solve [34:30]
QUOTES
“If you’re going to be taking cash, you absolutely have to get comfortable and confident with selling in order for your business to be successful. You literally cannot have a successful business if you do not learn to sell your services.” [4:40]
“You have to be selling something that your ideal client already wants. This is exactly why authentic selling is not icky. It’s not gross. It’s not scammy. It’s a service.” [8:45]
“We’re not trying to put words in our potential client’s mouth. We’re not making them feel a way that they’re not already feeling. We’re using effective questions to elicit this during a sales call.” [25:36]
LINKS
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