In the world of online business, sales can feel intimidating—even overwhelming—especially if you’re launching a new program or offer. But here’s the truth: the most important person you need to sell is yourself. If you’re not fully sold on the value of your program, how can you expect your potential clients to be?
Inspired by Grant Cardone’s book, Sell or Be Sold, and my own experiences in the fitness and coaching industry, this post dives deep into the mindset shifts and strategies you need to master sales.
1. Sell Yourself First
Grant Cardone emphasizes that the first person you need to sell on your product is yourself. If you don’t believe in the value of your offer, no one else will. Many entrepreneurs hesitate before launching, thinking, What if no one buys? But this mindset almost guarantees failure.
Instead, approach your offer with conviction. Ask yourself:
- Why did I create this program?
- What unique problem does it solve?
- How will this make my clients’ lives better?
Your excitement and confidence will be contagious. Remember, if you’re not thrilled about your offer, your clients won’t be either.
2. Conviction Creates Confidence
When launching a program, adopt the mindset that your offer is so valuable, people will miss out if they don’t join. For example, when my friend Dr. Shante Cofield and I created our six-month mastermind, Legacy, we were so fired up about it that I told her, I already feel bad for people who don’t apply.
This level of confidence doesn’t come from arrogance—it comes from knowing that your program fills a gap in the market. By doing thorough market research and identifying what’s missing in your niche, you can create a product or service that feels indispensable.
3. Turn Insecurity Into Obligation
If you have a solution to a problem people are struggling with, it’s your moral obligation to put it out there. Cardone describes this as an ethical responsibility: if you know your product or service can help people, holding back because of fear or insecurity is selfish.
Consider this shift in perspective:
- Instead of fearing rejection, focus on the lives you’ll improve.
- Recognize that your hesitancy doesn’t serve your potential clients—it keeps them stuck in their struggles.
4. Embrace Abundance Over Scarcity
Scarcity mindset is a sales killer. When you approach a launch thinking, What if no one buys? or What if people don’t like it? you exude doubt, and potential clients pick up on that energy.
Flip the script:
- Believe that there are plenty of clients who need your solution.
- Trust that the right people will find you based on how you present your offer.
- Focus on abundance: There’s more than enough success and money to go around.
This mindset shift transforms your sales process from one of fear to one of empowerment.
5. Show Up With Energy and Clarity
When you’re passionate and crystal clear about your offer, your energy becomes magnetic. This doesn’t mean you need to shout your pitch from the rooftops—it means showing genuine enthusiasm and confidence in what you’re offering.
Practical tips to channel this energy:
- Write down all the reasons why someone needs your program.
- Imagine the transformation your clients will experience.
- Prepare yourself with secondary market research. When you know your offer stands out, you’ll naturally feel more confident.
6. Push With Conviction
One common mistake many entrepreneurs make is not promoting their offers enough. Whether it’s fear of coming across as pushy or a lack of confidence, this hesitation often leads to missed opportunities.
Here’s the reality: if you truly believe in your product, you owe it to your audience to market it unapologetically. As Cardone says, you have a moral obligation to get your product in front of as many people as possible.
Final Thoughts
Selling is more than a transaction—it’s a transfer of belief. When you’re sold on your program, it’s easier to inspire potential clients to take action. Instead of focusing on potential rejection, focus on the lives you can change.
Remember, the most important person to sell is you. Show up with conviction, energy, and an abundance mindset, and watch your sales process transform.
Ready to launch your next big offer? Start by selling yourself first—and the rest will follow.
