Improving Your Sales Skills
Improving Your Sales Skills
The best advice I can give any client about sales is simple but often overlooked. If you want to start achieving better sales, it’s time to reframe your approach.
Here’s the hard truth: your client isn’t interested in you. They’re not interested in your company’s history, your product’s specs, or even your personal background. What they do care about is how your product or service is going to affect them. It’s not about you, it’s about them.
Clients are searching for transformation. They want to know:
- How will this improve my life or business?
- What kind of difference will it make?
- Will this move me to a better place?
That’s where anticipation comes in. The number one reason people buy isn’t based on facts or features, it’s based on the hope that your solution will create meaningful change. Anticipation drives decision-making, and in sales, it’s everything.
In fact, about 85% of a client’s buying decision is rooted in anticipation, not the past. Only 15% is influenced by previous experiences or data. That means your message needs to focus on what’s next, not what’s been.
So, when you’re speaking with a potential client, stop selling from the present. Instead, speak from the future. Talk about the transformation your product or service can deliver. Describe how it will make them feel, what challenges it will solve, and how it will move them forward.
Sure, features matter but only when they tie directly into future impact. A list of technical details won’t close a sale, but a vision of change will.
Remember: sales success comes down to this simple shift in mindset. Speak to the transformation. Create excitement about what’s possible. Make the future feel real and achievable, and your sales will start to improve immediately.
Want help achieving better sales results? Let’s talk strategy. Reach out today to learn how to build a sales approach that truly connects.
