Did you know that recent research proves 55 percent of our communication is physiological? This means that even though we utter the exact words we intend, our bodies can be shortchanging our message… This is especially costly when it occurs during the money conversation with a potential customer.
I recently sat in a group of amazing women entrepreneurs; all were brilliant and had plenty of experience, yet every one of them showed some stress when presenting the price they charged for their service or product. Every one! I know women can sometimes have a weakness this area. One of the many theories is that some women perceive asking for their established fee as “pushy” or masculine.
Today, I am not going to focus on the why but rather the more immediate and important how self-sabotage can happen. This will expose the ways to avoid the potential problem and help you to collect your worth every time!
Stress at the close of a sale can manifest in body language in sneaky little ways and nearly all of them can be perceived by a potential customer as an undesirable quality if that potential customer or client is at all uncertain. What’s surprising is that they may only be aware of this on an unconscious level, and make their decision on what they feel is a “gut” reaction.
1. Shoulders raise up: They pop towards the ears; even a slight indication of movement here can relay the sense of uncertainty. This is the exact time in the conversation that you want to appear the most secure!
2. Head tilt: This seemingly friendly movement can be misconstrued as pleading (think of a dog at the dinner table begging for a morsel) or flirtatious. This is the exact moment in the conversation that you want to appear the most grounded and authoritative!
3. Stuttering or restating: Repeating the cost of a service, or stammering at all, can elicit a feeling of mistrust in the listener and this is just when you want to gain their commitment!
What you can do instead:
1. Always assume the listener CAN afford you and that money is not a problem.
2. Know that you CAN help them. Stand in integrity.
3. Practice staying physically grounded, body relaxed and asking for DOUBLE your fee. Seriously, practice this all day long to yourself and by the time you tell someone the real fee, it will seem like nothing to you… No stress should show at all in your body! Can you imagine the feeling of freedom and ease associated with that scenario? Beautiful to your bottom line, isn’t it?
The benefits of becoming aware of these subtle physiological signals are obvious when it comes to sales, but by building a strong stance in this most challenging of conversations, you can then tap into your strength at other times more easily. A good example of this might be during an intense media interview, or even during a live presentation when an audience member may become disruptive. The power to stand in unwavering strength is so very valuable, particularly for female in business. Ladies, this does not in any way undermine femininity; in fact, strong successful women can be very sexy! Did you know that in 2011, women have the majority of wealth in America? Over the next decade, women will control two thirds of consumer wealth in the United States says Claire Behar, Senior Partner and Director, New Business Development, Fleishman-Hillard New York. Now, How sexy is that?