poquillo™

Ever sit across from a potential client, heart racing, wondering if you should lower your price when they give you that “it’s too expensive” look? Or maybe you’ve ended a great meeting with “Let me know what you decide” only to never hear back? I’ve been there too, amiga. 💁‍♀️

Why This Matters to Your Business

Let’s be honest – selling doesn’t come naturally to most of us. But whether you’re just starting out or growing your existing business, knowing how to guide potential clients toward working with you (without feeling sleazy) is essential. The difference between struggling and thriving often comes down to these crucial conversations.

I recently finished Anthony Iannarino’s book “The Lost Art of Closing” on a bus ride to San Antonio (nothing like being trapped on a Vonlane to finally finish that book you’ve been reading for months! 😅). While some concepts might sound familiar if you’ve been in business for a while, there were several golden nuggets that immediately changed how I approach sales conversations.

Own Your Worth (No Discounts Needed!)

If your service is valuable, don’t apologize for your pricing. When I first started out, I’d get nervous when sharing my rates, sometimes slashing them before the client even had a chance to object!

Iannarino suggests the opposite approach: defend your price with confidence. Explain exactly why you charge more than competitors. This actually builds trust rather than diminishing it.

This reminds me of when I was hiring a web designer. The one who clearly explained why her services cost more (better research process, higher quality templates, ongoing support) immediately stood out as more professional than those who offered quick discounts when I hesitated.

Price First, Details Second

Here’s a simple but powerful tip I’ve started using: share your pricing early in the conversation rather than saving it for the end. This approach:

• Shows you’re transparent and confident
• Quickly reveals if the client has the necessary budget
• Prevents you from wasting time with leads who can’t afford your services
• Lets you focus the rest of your conversation on value rather than cost

When you put the price concern to rest early, both you and your potential client can fully engage with what really matters – the transformation you’re offering.

Never Lose Control of the Timeline

This one hit close to home! How many times have you heard a potential client say, “This looks great… we’ll get back to you in a couple weeks,” only to never hear from them again?

When this happens, you’ve lost control of the sales process. Instead of letting the conversation end there, Iannarino suggests scheduling a specific follow-up meeting to address questions and concerns.

Try this simple script next time (I’ve used it with great results!):

“Thank you so much. I feel very strongly that we’re the right partner for you. As you review other options, you might see different approaches that may or may not work for your situation. Can we schedule a meeting for [specific date] to answer any questions and address anything else you need to know before moving forward?”

This gentle approach keeps the momentum going while showing you’re confident and committed to their success.

Speak the Language of Transformation

When talking about your services, focus on these three powerful concepts:

• Transformation (the positive change they’ll experience)
• Modification (the improvements to their current situation)
• Modernization (bringing their approach up to date)

For example, instead of saying “I offer social media management,” try “I help transform your online presence, modify your content strategy for better engagement, and modernize your approach to reach today’s audience.”

Project Confidence Like a Doctor

One of my favorite analogies from the book compares selling to how a doctor approaches patients. When a doctor recommends a treatment, they do it with calm confidence based on expertise. They don’t say, “Well, you could try this medication if you want, but no pressure!”

Your clients need the same confident guidance. They’re coming to you because they need your expertise. If they could solve their problems without making changes, they wouldn’t need you.

This doesn’t mean being pushy – it means being confident enough in your solution to guide them toward the best decision for their needs.

Remember: Selling Is Service

The most important reminder from the entire book is that selling is not something you do to someone. It’s something you do for and with someone.

When viewed as a collaborative process to help someone solve a problem, sales conversations become much more comfortable and authentic. You’re not trying to convince someone to buy something they don’t need – you’re helping them make a good decision about something that will genuinely help them.

Start Small, Practice Often

If you’re feeling overwhelmed by these ideas, start with just one. Maybe it’s defending your price instead of discounting, or scheduling that follow-up meeting instead of leaving the ball in their court.

The next time you’re in a sales conversation, try asking this simple but powerful question when you sense hesitation: “Can you share your concerns with me so I can make sure this works for you?”

Then listen, really listen, to understand what’s holding them back. Often, their objection isn’t what you think it is.

No matter where you are in your business journey, remember that selling is a skill like any other – it gets easier with practice and the right approach.

¡Hasta pronto!

Gaby ✨

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What sales conversation do you find most challenging? Let me know in the comments and I’ll share some specific language you can use in that situation!