ASH AMBIRGE

Author, CEO & Founder

Learn More >>

The Most Important Part of Any Sales Conversation: “Here’s the Way We Do It Around Here.”

In: How to Sell Yourself

Six years ago, I met a guy named Matthew Kimberley—that was my first mistake.

I KID, I KID.

Matthew’s a fantastic friend (and someone I admire very much as one of the foremost expert sales trainers in the world, that bastard) and I have the privilege of hosting him here in London this week while he does a photoshoot with Heidi and drinks way too much red wine with me. (My job is very difficult, as you might imagine.)

 

Yesterday, I even connived him into accompanying me on live video to teach my Unf*ckwithable Girlfriends how to control the sales conversation—because, jesus mary and spinach, getting on the phone with a prospect is one of THE most nerve-wracking things of all the things, am I right? Everyone’s nervous about this, and everyone’s fairly shit at this, and it’s one of the questions I get asked the most.

Matthew dropped tons of knowledge bombs, but one of the most important things he taught on?

“Here’s the way we do things around here.”

Most of the time, you’re going to be so grateful that you’ve even got a shot at the business, that you’ll practically beg them to give you the work. You’ll be very pleasant and agreeable, and you’ll say things like, “whatever you think is best” and “I’m happy to work within your budget” and “let me know when you get a chance.” You’ll nod politely and you’ll take notes and you’ll go back and create a proposal, and then IT HAPPENS: radio silence. You hear nothing, and the whole thing falls apart, and the next thing you know you’re blaming it entirely on yourself and diving face first into a hot, cheesy pizza pie.

The reason?

Lack of control.

It’s critical to have professional control over the process, and tell the prospect what’s going to happen first, second and third. To show up as an expert, rather than an extra body. To list for them exactly what they’ll need to do in order to work with you. To ask them, directly, if they can afford it, and whether or not they can commit to giving you a firm answer by Tuesday. And to essentially say, “Here’s the way we work around here.” Clients want to feel like you’re in control—it helps them feel confident that you know what you’re doing and giving you their money is a good idea. And guess what? The shift in authority doesn’t just help you close more deals—it also helps a client trust your opinions and your work product.

As Matthew said (and I love this):

When you go into a bank and need something from them, they’re going to tell you: Right, come on over here, fill this out, here’s the application process, here’s how much it costs, and here’s the way we do things around here.

And the same goes for you.

Having a great sales conversation isn’t about selling. Like most things in business, it’s about leading.

 

Aug 30

2017

$5 Discount or $5 Surcharge?

Aug 30, 2017

Would you rather get a $5 discount or receive a $5 surcharge? It’s the same change in price, just framed differently—and yet, I bet even the word “surcharge” just had you up in arms. LISTEN HERE, AT&T!!!!!!!!!!! That’s because humans are reeeeepulsed by the idea of losing something we already have. It makes us hangry. […]

In: How to Sell Yourself

READ ME >>

Mar 6

2014

Are You Selling The Wrong Thing?

Mar 6, 2014

Raise your hand if you’ve ever been guilty of making a list of “what’s included” that looks like this: Modules! PDFs! Videos! Audios of the Videos! Transcripts of the Audios of the Videos! Commentary on the transcripts of the Audios of the Videos! A revolutionary new—drum roll— Facebook Group! AND THERE’S MORE! Buy now and […]

In: How to Sell Yourself

READ ME >>

Dec 15

2011

List Your Prices (THE RIGHT WAY) (Calling All Photographers.) (Hedgehogs Welcome, Too.)

Dec 15, 2011

As an entrepreneur, sometimes you fall flat on your face. Figuratively–and, apparently, literally–namely when you’re traveling in the South of Chile pretending to be in better shape than you actually are while attempting to jump over pathetically small streams that you really should be able to fucking clear, but somehow, don’t, and manage to fall flat […]

In: How to Sell Yourself

READ ME >>

May 28

2012

Trailer Trash & Sex Appeal: The Trick to Selling MORE

May 28, 2012

To anyone and everyone selling something: Pay attention. The other day, I was having a conversation with a copywriting client who is building a business around teaching people how feel all sorts of hot and dynamite by eating raw. I said, “You mean like Crazy Sexy Diet?” And she said, “What’s that?” And I said, […]

In: How to Sell Yourself

READ ME >>

Mar 13

2015

This Bastard Was Getting Paid $10,000 a Month.

Mar 13, 2015

This bastard was getting paid $10,000 dollars a month. He was on contract with my company at the time, brought on as a consultant to work directly with a young (and far less wrinkley-lipped) yours truly. This was some ten plus years ago, mind you, at a time when things like blogs were for morons who liked […]

In: How to Sell Yourself

READ ME >>

Dec 9

2014

Running a Holiday Sale? Memorize This by Heart.

Dec 9, 2014

So the other day I’m Christmas shopping here in Costa Rica, which is automatically hilarious because, first of all, because they spell “Ho Ho Ho!” like “Jo Jo Jo!” which never gets less funny, and second, because Santa was dressed in a royal blue suit. (I still haven’t decided if this is posh or ridiculous, […]

In: How to Sell Yourself

READ ME >>

Aug 28

2017

“Hire Me” versus “Listen To Me”

Aug 28, 2017

If you’re a freelancer, there are two different power dynamics: Hire me! Please hire me! I’m shitting my pants, over here, because I’m depending on you entirely and I’ll do anything it takes, even work for peanuts, because I need you to take mercyyyyy onnnnn meeeeee. Listen to me. I’m great at what I do, […]

In: How to Sell Yourself

READ ME >>

Exclusive VIP Access

Enter your email to start your own middle finger project and get all sorts of colorful inspiration + know-how straight into your inbox to help you quit your job, do what you love, and start the side hustle of your dreams.

Don’t worry, there will be plenty of f-bombs.

Privacy Policy Info Here