{"id":29814,"date":"2022-07-21T12:39:31","date_gmt":"2022-07-21T11:39:31","guid":{"rendered":"https:\/\/www.clearbooks.co.uk\/blog\/?p=29814"},"modified":"2022-07-21T12:39:32","modified_gmt":"2022-07-21T11:39:32","slug":"how-to-sell-without-being-salesy-3-tips-for-selling-without-selling-your-soul","status":"publish","type":"post","link":"https:\/\/www.clearbooks.co.uk\/blog\/how-to-sell-without-being-salesy-3-tips-for-selling-without-selling-your-soul\/","title":{"rendered":"How to sell without being ‘salesy’ \u2014 3 tips for selling, without selling your soul"},"content":{"rendered":"\n

The knot in your stomach before you make that sales call. That awkward feeling when you\u2019re pitching to a client because you already know they\u2019re not interested. The dread of an unanswered email enquiry. It\u2019s safe to say sales isn\u2019t everyone\u2019s favourite part of their business.<\/p>\n\n\n\n

You\u2019ve no doubt experienced this from the other side of the sales pitch too \u2014 feeling pushed, rushed, hustled, the dreaded upsell, a scripted pitch, or the salesperson who doesn\u2019t answer your questions and just keeps leading you in other directions. You\u2019d hate to come off that way.<\/p>\n\n\n\n

So how can you spread the word about your amazing products and services without being too \u2018salesy\u2019?<\/p>\n\n\n\n

Let\u2019s start by shifting your mindset about what sales can be.<\/strong> <\/p>\n\n\n\n

The trouble is we\u2019ve been taught to think about sales all wrong. <\/p>\n\n\n\n

The word \u2018salesperson\u2019 might make you think of a fellow from the 1950s, going door-to-door,  peddling his products to anyone who answers the bell. His goal is to make his sales quotas. Full stop.<\/p>\n\n\n\n

When you change your goals and perspective about sales, you can shake off that \u2018salesy\u2019 feeling.<\/strong><\/p>\n\n\n\n

Instead of seeing yourself as someone whose only goal is to get prospects to whip out their credit card, you\u2019re actually a human who\u2019s genuinely trying to help another human solve a problem. <\/p>\n\n\n\n

But how do you actually do<\/em> sales differently? Read on for three tips to help you rethink your approach.<\/p>\n\n\n\n

1. Sales tip: Remembering that someone, somewhere really needs what you\u2019re selling<\/h2>\n\n\n\n

\u2018Why am I getting these ads?!\u2019<\/p>\n\n\n\n

You scroll past those same ads for gardening services every time you get on your socials. What makes it especially annoying is that you adore your garden and do all of your own maintenance. <\/p>\n\n\n\n

Until you twist your ankle and can\u2019t garden for six weeks \u2014 which is when those ads you\u2019ve been ignoring become the very thing you need. <\/p>\n\n\n\n

Your business solves a problem; someone out there really needs what you\u2019re selling (whether it\u2019s now or later). And when you focus entirely on them, your sales pitch will feel much more natural and less \u2018salesy\u2019.<\/p>\n\n\n\n

You\u2019ll find it easier to focus on what your business can do<\/em> for your client \u2014 how it solves a problem or improves outcomes \u2014 instead of enumerating the specs and features of what your product is.<\/em><\/p>\n\n\n\n

For example, the gardening service trims your hedges and deadheads your flowers \u2014 what it is<\/em>. <\/p>\n\n\n\n

They help people like you who aren\u2019t able to do their own gardening \u2014 what they do \u2014<\/em> so your garden is well-tended and beautiful \u2014 the outcome of the service.<\/em><\/p>\n\n\n\n

In our case, Clear Books sells online accounting software \u2014 what it is<\/em>. The software makes it possible for small business owners to manage their finances in an easy, efficient way \u2014 what we do<\/em>.<\/p>\n\n\n\n

We help business owners save time so they can focus on the next stage of growth \u2014 which is how we improve our customers\u2019 outcomes<\/em>.<\/p>\n\n\n\n

When you remember that folks out there genuinely need your gardening services, your accounting software, or whatever it is you\u2019re selling, it becomes easier to focus less on your own sales figures and more on matching the right service to the right customer.<\/p>\n\n\n\n

\"sales\"<\/figure>\n\n\n\n

2. Sales tip: Listen like a pro<\/h2>\n\n\n\n

As a client, there\u2019s nothing worse than having your time wasted. <\/p>\n\n\n\n

You\u2019re listening to an overly-scripted sales pitch, trying to be polite, and nodding at all the right spots, but you\u2019ve glazed over. You\u2019re not paying attention to the pitch or the product, you\u2019re thinking about what to pick up from the shops on the way home. <\/p>\n\n\n\n

Another problem from the customer\u2019s perspective is the premature upsell. Unless it\u2019s handled with exceptional graciousness (and usually it\u2019s not), there\u2019s the possibility that an upsell may alienate a potential customer. If your customer isn\u2019t interested, you\u2019ve just put them in the awkward position of trying to determine how to politely decline the offer.<\/p>\n\n\n\n

Boring your customer or making them feel awkward is not the way to increase sales.<\/p>\n\n\n\n

But you can avoid both of these issues by listening. Really listening. Listening like there\u2019s nothing in the world as important as that person standing in front of you.<\/p>\n\n\n\n

It\u2019s possible that you still might talk too much \u2014 even if you\u2019re not upselling or over-pitching \u2014 and especially if you\u2019re passionate about your work. <\/p>\n\n\n\n

But asking open-ended questions helps you learn about your client\u2019s wants and needs, so you can both<\/em> determine if your business is a good fit. When you ask clarifying questions, it shows you care about matching the client to the right product or service. <\/p>\n\n\n\n

If you\u2019ve paid attention to your customer\u2019s needs, you\u2019ll know if it\u2019s the right moment to pitch an upsell \u2014 or if it\u2019s best to leave it out. <\/p>\n\n\n\n

Good listening is the opposite of the scripted pitch or the standard upsell.You\u2019re honouring and respecting your client\u2019s time as you hone in on the specific nature and details of their individual problem.  <\/p>\n\n\n\n

3. Sales tip: Be honest, be authentic, be human<\/h2>\n\n\n\n

Remember that the sales process is an inherently human activity rooted in our history. Even before we had currency, humans traded and bartered for what they needed. In those days, it could be life or death based on who you trusted (\u2018are those the poisonous berries or the safe ones?\u2019).<\/p>\n\n\n\n

It\u2019s not often a case of life and death these days, but people still like to buy things from people they trust and feel connected to \u2014 no robots or salesbots, please!<\/p>\n\n\n\n

Being real with your clients allows this personal connection to happen. <\/p>\n\n\n\n

What might that look like?<\/p>\n\n\n\n

Your client wants<\/em> to hear a bit of your own business origin story, and why you chose this business or problem to solve. In our case, people appreciate hearing that Clear Books evolved from a simple app developed by our founder who wanted to help his friends and family with their accounting needs. <\/p>\n\n\n\n

When you\u2019re straightforward about the solutions your business can offer, your client gets a picture of the possibilities. Equally important is being honest about what your business can\u2019t or won\u2019t <\/em>do. This ensures that you and your client are on the same page, and also builds their trust in you. <\/p>\n\n\n\n

Focusing on the client\u2019s needs shows that, above all, you care that they get the right solution \u2014 you\u2019re not just there to make a sale. Even if you don\u2019t <\/em>make a sale with that one client, you\u2019ll likely reap the rewards of future referrals if you\u2019ve made a connection. Without ever feeling like you\u2019ve had to sell your soul.<\/p>\n\n\n\n

Clear Books accounting software is here to help make accounting easier for small business owners. Ready to try it? Start your free 30-day trial today<\/a>.<\/p>\n\n\n\n

Clear Books Online Accounting Software<\/h2>\n\n\n\n

Clear Books is an award-winning <\/strong>online accounting software<\/strong> for small businesses. Thousands of business owners, contractors, freelancers and sole traders across the UK use our easy-to-use <\/strong>online accounting software<\/strong> to manage their <\/strong>business finances<\/strong>. All users benefit from the outstanding free telephone and email support. Clear Books was launched in London in 2008 and offers a free 30 day trial with free ongoing support and bank feeds. We\u2019re rated as \u2018Excellent\u2019 on Trustpilot.<\/strong><\/p>\n\n\n\n

Get a free 30-day trial of Clear Books online accounting software here.<\/a><\/strong><\/p>\n","protected":false},"excerpt":{"rendered":"

The knot in your stomach before you make that sales call. That awkward feeling when you\u2019re pitching to a client because you already know they\u2019re not interested. The dread of an unanswered email enquiry. 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