Martin Stellar emphasizes the importance of aligning sales practices with one's values, fostering ethical engagements and confidence in the sales process.
He advocates for upfront communication regarding pricing to streamline client expectations, ultimately maintaining a healthier sales pipeline and avoiding unfeasible deals.
Deep dives
The Journey from Monastery to Sales Coaching
The speaker discusses the unique background of a sales coach who spent 12 years in a monastery, where he acquired valuable insights into values, psychology, and listening. His mission is to assist ethically-driven individuals in selling their services without feeling uncomfortable or greedy. By developing systems and frameworks, he emphasizes that selling can be aligned with one’s values rather than being perceived negatively. This approach aims to empower good-hearted professionals to embrace their worth and enhance their sales abilities.
Identifying Unrealistic Client Expectations
When engaging with potential clients, the coach prioritizes assessing whether both parties align on expectations and capabilities early in the conversation. He stresses the importance of recognizing when a client is unrealistic in their goals, as this can save time and effort in the sales process. By discussing pricing brackets upfront, he avoids situations where he would invest significant time in a project that may not materialize due to budget constraints. This upfront communication helps create a healthier sales pipeline by filtering out unfeasible deals quickly.
Building a Sustainable Lead Generation Process
To maintain a robust pipeline of potential clients, the coach adopts a disciplined approach to content creation, consistently producing daily emails, social media posts, and a two-minute daily podcast. This commitment to generating valuable content reinforces his brand as an ethical sales coach for small business owners and founders, attracting the right audience. He emphasizes the importance of not underselling services, suggesting that doing so can lead to resentment and a negative working relationship with clients. Instead, he aims to keep his value and pricing high to ensure fulfilling and rewarding engagements.
Author/creator of Sales for Nice People, Martin Stellar, joined me on Ditching Hourly to talk about sticking to your guns in a sales meeting and how to build the confidence to do so.
The next time someone asks you for your hourly rate, I want you to stop what you're doing and head on over to valuepricingbootcamp.com to sign up for my free value pricing email course.
Hope to see you there!
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