Episode 1190 – Real Talk on Selling Without the Sleaze
Real Talk on Selling Without the Sleaze
This excerpt from a recent coaching session is all about how to approach sales without feeling like a slimy salesperson. Instead, it’s about genuinely helping clients solve their problems, understanding their real pain, and committing to be there for them. In this session, Mike dives into role-playing a conversation with a prospective cleaning client to highlight the essential tactics and mindset to turn these calls into successful sales.
Start with Honesty, Not a Sales Pitch
First off, Mike sets a clear tone from the start: he’s here to understand what’s up, not just sell services. When clients reach out, they’re usually stressed and dealing with more than just a dirty house, so he opens with a bit of humor (“I like money. Will you give me some money?”) to keep things casual and real. By making it lighthearted, he breaks the typical sales script and makes clients feel comfortable talking honestly about their needs. This small touch sets up the call for a productive conversation focused on finding the right solution for them.
Setting Expectations Before Meeting
One thing Mike emphasizes is what he calls “mutual disqualification.” Basically, he lets the client know that if either of them realizes it’s not a good fit, that’s okay. Mike’s goal is not just to close a sale, but to ensure the client’s needs truly match what his cleaning company offers. This approach gives clients peace of mind that Mike’s not pushing them into anything unnecessary, and it opens the door to a conversation rooted in trust.
Dig Deep: Understand the Real Pain
In his coaching call, Mike drills into why understanding the “real” pain is crucial. Many clients say they need cleaning because they “can’t keep up.” Mike encourages us to look deeper—why can’t they keep up? What’s the real impact? Maybe they’re arguing with family over the mess or feeling guilty because they can’t be fully present with their kids. By getting to these core pain points, Mike can truly address what matters most to their clients. And if clients can’t find that deeper problem? It’s a sign they might not be as committed as they think.
Price With Confidence
When it comes to price, Mike keeps it real. He reminds everyone that if they’ve laid out the client’s pain and shown how their services relieve it, the price becomes less of a sticking point. Instead of haggling or justifying the rate, Mike’s approach is simple: silence. If a client hesitates after hearing the price, he teaches the owner to let the quiet work for them. Often, clients talk themselves into understanding the value without extra convincing, and the silence gives them a chance to process.
Your Job? Fight for Their Solution, Not Their Money
Finally, Mike drives home that the goal is to help clients solve their problem—not just to grab their cash. He encourages cleaning company owners to feel good about advocating for a solution that genuinely makes their clients’ lives better. When they go in with a mindset of serving, the whole experience changes—for the owner and the client. This approach isn’t just about closing a sale; it’s about making sure every client leaves knowing they’re in capable hands who truly care about their satisfaction and quality of life.
In the end, Mike’s focus is on service. By keeping the interaction grounded in trust, empathy, and honesty, cleaning company owners can close sales without the sleaze and build lasting relationships with clients.