3 things you must deliver in a sales meeting

Hello, and welcome

to another episode of

Unleashing Brilliance.

It's wonderful to

have you here today.

Today, we're going to

tackle something that

I know many of you are

facing right now, and that

is how to get sales over

the line, whether you're

negotiating a multi million

dollar deal or pitching

your very first proposal.

The frustrations

can be the same.

Clients ghost you,

decision times.

Uh, dragging out, budgets

are ever changing and

despite your best efforts,

you're left wondering

what am I doing wrong?

Just last week during a

mastermind with my inner

circle community, who

are an incredible group.

This is my VIP

community of seven

figure business owners.

We were diving into

this exact topic, the

recurring theme, how to

get business proposals

over the line in today's

landscape, where everything

feels more challenging.

The struggles are real.

Our clients are

overwhelmed, stretched

thinner than ever,

and questioning not

just our value, but

their own confidence.

And the natural

reactions that I'm

seeing are two extremes.

Extreme number one is

that we're overloading

our clients with too much

information, leaving them

confused, overwhelmed, and

it's easier just to delay

and push off that decision.

Or they're holding back

entirely, afraid to

reveal too much before

our potential clients have

signed on the dotted line.

Neither approach works.

And instead, within this

tension, I believe there

lies a golden opportunity

to rethink how we sell.

So today I want to explore

three things that you

absolutely must deliver

in a sales meeting to

create value, to build

trust, and to get that

all important yes.

So let's start by

getting clear on what is

happening in the market.

Clients are absolutely

juggling more

responsibilities

than ever before.

Perhaps it's because

there's been retrenchments

in the industry.

Perhaps it's because our

clients ourselves have

got more on their plate

that they're having to do.

And as a result,

sometimes decision

making feels like we're

wading through molasses.

It's slow, it's

frustrating,

it's uncertain.

And amidst all of

this, your clients are

questioning three things.

They're questioning

your value.

Is this, is what you

are offering worth it?

They are questioning

your results.

Will what you are proposing

actually deliver the

results that they need?

And finally, They are

questioning themselves.

Can I even do

this right now?

Do I have the time, the

space, the capacity,

and maybe they're even

questioning the confidence

in themselves to be able

to do the very thing

that they need to do or

that you're proposing.

Now what this does

is this questioning

around your value, Your

results and themselves

creates a perfect storm

of doubt and inaction.

But here's the twist.

You can actually

counteract all of this

by showing up differently

in your sales meetings.

I think there's a real

opportunity to shift from

selling To partnering, to

working in partnership with

your potential clients.

What we need to do

is to shift from

selling to partnering

with our clients.

It's not about bombarding

them with more information

or keeping your cards

too close to your chest.

It's about meeting

them where they are

at and delivering

three key things.

You have got to

deliver value.

You've got to show them

in that sales meeting

that you understand

their unique challenges.

You've got to

show them results.

You've got to offer

immediate actionable

insights or solutions

that they can implement

or they can see the result

right there in the moment.

And you've got to

build their confidence,

empowering them to believe

in themselves, in the work

that needs to be done.

And the fact that

partnering you with you

is the way to do it.

So let's dive into each

of these three things.

So first off, let's talk

about delivering value,

meeting your clients

where they are at.

Your clients are

questioning your value.

So this is where

you need to start.

You need to show them

that you genuinely

get their challenges.

You genuinely understand

the problems that they are

working through right now.

Now, I always begin

my prep work by

putting myself first.

In my potential

client's shoes.

I sit before I go

into a meeting and go,

what are they really

worrying about right now?

What are the problems

that they are talking

about right now?

What are they really,

really worrying about?

What's keeping them up?

At night.

So I always begin my prep

work by putting myself

in my client's shoes.

And recently, as an

example, I was working with

a client who was struggling

to generate leads.

They tried every single

strategy under the sum,

but felt completely stuck.

Nothing was working.

And instead of diving

into a complex pitch,

I simply asked, what's

the one thing that's

keeping you up at night?

They opened up about

their stress, their

fears, and even their

sense of failure.

And by deeply listening,

what I was able to do was

reflect back to their pain

points, to show them that

I cared, that I understood,

that I was compassionate

for where they were at.

This wasn't about telling

them what I thought

their problems were.

It was about meeting

them exactly where

they're at and sharing

back to them what I'd

heard as their problems.

And so one of the things

I want you to think about

before you go into your

sales meeting is to take

a moment to reflect.

On your clients, your

potential clients, real

struggles, not just the

ones you assume they have,

not the ones that you've

written in your proposal

deck or the things that

you've been scoping out

for forever and a day,

but the ones that are

their real struggles, the

ones that they're openly

talking about right now.

It could be a lack of time.

It could be fears

about budget.

It could be uncertainty

about to start.

And I want you to

prepare, to be prepared

to acknowledge those

struggles authentically.

When you've done that.

When you've shown that you

understand your clients,

that you've heard what

they've said, your client

feels seen and heard.

And as a result of

that, they're far more

likely to trust you.

Now that you've established

trust, It's time to

demonstrate your expertise.

And this is where your

magic pill comes in.

A quick, actionable

solution that shows

your clients that you

can deliver results.

Now, here's the thing.

Every single one

of us has multiple.

magic pills.

These are the things

that you do without

even thinking.

The advice that you give

instinctively, the small

but impactful actions

that create immediate

results for your clients.

And this, finding these

magic pills is one of the

core things that I do with

my clients in my programs.

It's about helping them

identify their unique magic

pills, their secret source.

Your magic pill could

be a simple tip.

It could be three questions

that you ask that you

know create a shift.

It could be a book

recommendation.

It could be a podcast

to listen to or a

one page framework or

a downloadable PDF.

It might even.

Be a small piece of IP

intellectual property

that you've developed

over time, a model, a

checklist, or a visual

framework that clarifies a

complex issue in seconds,

the beauty of what I

call these magic pills is

that they don't have to

be elaborate or flashy.

It just has to work.

Now let me share

one of mine.

I call it the spinning

plates exercise.

and when a client is

feeling overwhelmed or

stuck, I pull out this

tool and in front of

them in that moment,

I'll draw three circles.

One is for work, one

is for relationships,

and one is for self.

And I ask the person in

front of me, the client

in front of me, to rate

in that moment how they're

feeling out of five for

each of those circles.

Work, Uh, relationships and

self one being not great

five being awesome and

predictably self is almost

always the lowest scored.

Then what we do is

we identify, I ask.

the person in front of me

to identify two immediate

actions that they know that

if they were to take them

would improve their score,

their ranking in each area.

Um, and then what we

do is we open up their

calendar and we start

putting those two, we start

making commitments to put

those two actions into

place so we can actually

get a shift happening.

And this exercise takes

maybe 10, 15 minutes.

But the impact is profound.

It leaves this potential

client feeling heard

and seen, and also

equipped to take action.

I've shown compassion.

I understand them and

I've given them something

that whether we work

together or not, they can

take immediate action on.

It demonstrates my

ability to deliver

results quickly, even in

a simple conversation.

Sometimes my magic

pill might be a book

recommendation tailored

to a client's situation.

For someone feeling

invisible in their

industry, I might

suggest a resource

on personal branding.

Or if they're stuck

in a leadership rut,

I could point them to

a podcast episode that

I've previously recorded,

where we've discussed

strategies for leading

with authenticity.

In my program, I work

closely with my clients

to uncover these magic

pills, because as I

said, these are often

the things that you are

already doing naturally

without even thinking it.

Often it's the answers

that you're giving in

casual conversations.

It might be insights

that you're sharing

with potential clients.

Colleagues, friends

without hesitation.

And together, what we

do is we identify these

nuggets of your genius.

We refine them.

We package them.

We systemize it in such

a way that you remember

to share these easily

during sales meetings.

I can bet my bottom dollar

that for your target

clients, the same 3 to

5 problems are coming

up every single call.

My challenge to you is what

is the 3 to 5, what are the

3 to 5 magic pills that you

can have at your fingertips

to share in that moment

to show the value And the

results that you give.

Um, as an example, a

client of mine realized

her magic pearl was a

quick recruitment framework

that she developed.

The only way you could

previously get this

framework was by buying

into her services, going

through her website,

downloading whatever it is.

But she realized that

every single time she

was meeting potential

clients, she was sharing

an element of this quick

recruitment framework.

And so we evolved it into

something that she could

easily share and quickly.

Another one discovered hers

was a simple three question

reflection exercise.

Again, something that she

shared during her programs.

So we packaged it up as a

magic pill that she could

pull on during sales calls.

These are the small,

remember magic

pills are the small,

seemingly effortless

things that you do.

that, you know, make an

immediate massive impact.

So maybe think about

your magic pills.

What are the quick,

effective suggestions?

Um, as I said, it could

be a tip about time

management, a spreadsheet

template, you've built

a five minute exercise,

a link to something,

have packaged these

into your sales meetings

to demonstrate your

immediate ability.

To create immediate value

and by making these magic

pills central to your

sales process, you're not

just selling a service,

you're showcasing the

depth of your expertise

and your ability to make

a tangible difference.

Remember results build

trust and it's that

trust that leads to

long term partnerships.

So the third step

is really about then

delivering confidence.

In your clients, it's

about empowering them

to take the next step.

Remember I said, many at

the moment are doubting

because of their workload,

their confidence, their

ability to make the right

decision to whatever

they decide to do, to

be able to put the time,

the energy, the effort

into implementing it.

So we have to empower them

to take their next step.

And this is this final

piece of the puzzle.

Building your client's

confidence in themselves.

Your clients are

questioning their ability

to make the right decision

or to successfully

implement a solution.

And your job is to replace

that doubt with confidence

in themselves and in you.

So here's some ideas

of what you could do.

You could showcase results.

You know, share

relevant case studies

or testimonials.

But make it personal.

Don't just say, I've

done this for others.

Look at how awesome I am.

Say, here's what we

can achieve for you.

I want you to clarify

the next steps.

Often our clients, they see

the big proposal, but they

can't necessarily work out

what the next steps are.

You get it.

But we have to step

this out for them

because confidence

comes from the clarity.

Break down the path

forward into manageable

steps, starting with

a simple first action.

In our Elevate program,

as an example, we have

a roadmap of strategies

of things that have to

put, be put in place to

get your revenue from

that kickoff stage up to

that 30 grand a month.

We've then got another

roadmap for 31 to 60 and

another roadmap thereafter.

And so what happens

is potential clients

can see the steps, the

roadmap to their success.

And actually only the other

day, one of my clients

said to me, this is the

very thing that she loves.

So break it down so that.

Your potential clients can

see the steps forward so

that they can understand

what the first thing is

that you're going to do.

What it might be the

next thing, what will

happen over the quarter

and offer a quick win.

Tie this back to

your magic pill.

Share a small actionable

idea that they can

implement immediately to

feel momentum before they

sign the dotted line.

This quick win reassures

them that progress is

possible, right now.

Another tip here to

build their confidence.

I want you to think about

how you can acknowledge

and reassure your potential

client, you know, speak

to their hesitations.

Don't just talk at them.

Don't just speak at

them, but talk to

their hesitations.

For example, you might

say, I, I understand that

this feels like a big step,

but I know the strategies.

that we'll implement

together will create

the clarity and

momentum that you need.

And finally,

emphasise Partnering.

To build your potential

client's confidence

in themselves and you,

it's important that you

position yourself as

their partner, not just

as a service provider.

Phrases like we'll

work on this together.

I'm here to support you.

We will get

results together.

Create a sense of shared

responsibility and support.

So leave your clients with

something concrete, show

them how to get immediate.

action and build confidence

through inspiring them and

letting them know that you

are going to partner with

them in their success.

So let's just recap on

the three things that I

believe you must deliver

in every sales meeting.

The first one is

you must deliver value.

This is about listening

deeply to your potential

clients, reflecting

on their challenges,

Reflecting those challenges

back to them to show

that you understand

where they're at, you

meet them where they're

at, and through this

you build compassion.

It's about showing them

that you can get results.

This is where we're

going to offer quick

wins or magic pills that

demonstrate your expertise.

Quick wins that will

get them immediate

results so that it

shows that you can help.

And finally, building their

confidence, empowering

them and helping them

see a clear path forward

with you by their side

is absolutely possible.

These aren't just tactics,

they're the foundation

of trust and partnership.

And when you show up in

this way, you're not just

selling, you are building

relationships that last.

Now I'd love to

hear from you.

What's one magic pill

that you shared in a

sales meeting that left

your clients saying,

wow, you really got me.

Wow.

Thanks.

I can see that result.

Wow.

Thanks for changing

things for me.

direct message me or leave

it on any of the socials.

I'd love to hear

your stories.

And if this episode

resonated with you,

please share it with

someone who needs that

fresh perspective on

their sales strategy.

Together, let's keep

unleashing brilliance.

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