Does this sound like you?



* You ask questions in a very business-like and formal manner that doesn't sound like the 'real' you.

* You ask very "safe" questions that only relate to your potential clients' business.

* You stay well clear of emotion and feelings with your questions.

* You really want to get the answer to your questions so you can move on and get the sale.

If you answered yes to all or some of the above, chances are you are struggling with selling your services. Why? You are having sales conversations from your head and you are only letting your logical, rational, 'safe' self participate in the conversation. And because you are speaking from your head your potential client will only speak from their head too.

If you speak from your head, you will get very business-like, rational answers to your questions. The answers you get will only touch the surface. You will not get the real answers; the answers which will make your potential client take action and buy from you. You will only get the real answers if they speak to you from their heart.

How do you get someone to speak to you from their heart? Well the first step is for you to speak from yours. If you speak from your heart (and you are sincere and authentic) then chances are your potential client will speak from theirs.

Speaking from your heart has numerous benefits for you. Speaking from your heart will take the rapport and trust in your relationship to a much deeper level and it will help you get 'real' answers to your questions. Your sales conversations will be so much easier and natural for you - and even fun. Also when you are speaking from your heart, you will be more attuned to your intuition and letting it guide you in the sales conversation.

So how do you speak from your heart?

Here are 4 tips to speaking from your heart.

Give yourself permission to be the natural, authentic you when having a sales conversation. Be consistent, like the person you are when you are with your friends. Speak your truth. Take off your mask and let the 'real' you come through.

Yes, it does involve taking a risk and opening yourself up in the conversation. However, if you want your potential client to open up to you, you need to take that risk first. Be the 'real' you and people will feel a lot more comfortable about being the 'real' them.

Be sincere, open and honest in all your communications. If you're honest and sincere, you'll get honesty in return. Plus the more open and honest you are, the more your potential client will trust you and the greater the rapport. When trust and rapport are present, you will feel a lot more relaxed and more inclined to be the 'real' you and you will naturally speak from your heart.

Get really clear about the value of your product and services and the difference they make to your clients' lives. A good way to do this is to ask your clients about their experience working with you. As you get clearer and clearer on the results you produce and on the value your deliver, your passion will grow. As your passion grows, you will start to naturally speak from your heart.

Forget about selling and simply have a sales conversation to see if you can help your potential client get what they want. Just come from a place of wanting to help them if you can. Want what is best for them whether it is your product and services or not.

Apply these tips and have conversations from your heart and notice the difference in the depth of your conversations. As you go deeper in your conversations, they start to become magical. Try it and see.

(c) 2007, Tessa Stowe, Sales Conversation. WANT TO USE THIS ARTICLE IN YOUR E-ZINE OR WEBSITE? Yes, you can, provided you make all links live and include this copyright and by-line below.