Nonprofit leaders spend a lot of time selling to one kind of funder or decisionmaker or another just about every day of the week. We spend a lot of time selling, but we don't necessarily talk about it as sales. And I think that's a bit of a mistake.

And here's the thing. When you get into nonprofit leadership, people don't tell you you're going to be a salesperson. They don't tell you that's going to be a big part of the job. Part of what I want to do today is to first of all call out the actual sales work that we are all doing. And then to address what tends to get in the way of a successful sale.

What I've noticed again and again is that there are certain aspects of sales that can be especially problematic and challenging for Nonprofit leaders. We start getting tripped up and finding ourselves in situations with decisionmakers where we are either not getting the sale, or maybe we're getting the sale, but we're not getting the deal we want. They're not investing at the level that we really need them to, and we're settling for something less.

Today I’m uncovering the most common hazards that get in the way of a successful sale.  And to go with them, I’m sharing the four essential sales skills that will let you conquer those hazards. 

In this episode, we share:

• The biggest hazards that can trip you up and tank your sales conversations
• The four essential sales skills that will let you conquer those hazards
• How to make huge asks without fear
• How our money stories are driving our sales conversations, whether we realize it or not
• How to wire in the money stories that will cause sales success
• What to do (and what NOT to do) when a decisionmaker reacts negatively to your price

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