Book Yourself Solid: The Simple Selling Process
As a service provider you may not want to think of yourself as a salesperson. You are in the business of helping others and you may not feel comfortable with the sales process. However, you need to let clients know that your service is available. Here are some ways to do so:
Shift Your Perspective
Start by building relationships with your potential clients based on trust. Remember that you are making them aware of something you offer that they are looking for.
Emotional Triggers
Selling is based on emotion. Here are a few generic emotional triggers almost everyone has:
? People want to feel accepted and needed
? People want to feel satisfaction from their accomplishments
? People want to feel admired and recognized for their accomplishments
People respond to the issue you're uncovering because it creates an emotion pull and charge for them.
The Simple Selling Process
Remember that the selling process is more about your clients and less about you. The great part is if you are selling properly, all you really need to do is...
? Ask more questions than you answer
? Listen more than you speak
? Relate to your potential clients' needs and desires
? Keep the conversation positive and empowering
The conversation becomes a simple selling process with the addition of just one key question: Would you like a partner to help you achieve these goals?
With this one question you make yourself the key to the solution. Your clients do all the selling for you. They?
? Articulate the benefits
? Create mental imagery toward producing results
? Keep their self-criticisms out of the way
? Visualize results and gain confidence about what their life would look like
? Visualize you as the right partner to help them achieve these goals
Keep in Touch
Get a commitment for a next step. Think of yourself as a lifelong consultant. Tips to remember:
? Move the relationship forward
? Follow up and ask for small commitments
? Don't give in and don't give up if you know you can help
These are the easy steps to simple selling, and Booking Yourself Solid. Start small, end big, and remember, successful selling is really nothing more than showing your potential clients how you can help them to live a happier more successful life.
Michael Port is the President of Michael Port & Associates LLC and is known as the guy to call when you're tired of thinking small. To spend some more time with Michael and to think bigger about who you are and what you offer the world go to http://www.bookyourselfsolidvancouver.com.
Dr. Gayla DeHart, from Vancouver, Canada, is a Professional Coach with a Ph.D. in Psychology. She provides coaching services to single professionals who want to hone their dating skills, and offers a special package that includes an emotional intelligence (people skills) assessment, review, and post-date debriefing. Click here to contact Dr. DeHart ww.achieveexcellence.ca/contact.
Latest News
Could auto industry layoffs spur more entrepreneurialism in Mich.? MLive.com, MI - So in the wake of all this economic destruction, will entrepreneurialism and creativity flourish? Some business leaders think so. ... 'There's no such thing as job security' |
Risky Decision-making Essential To Entrepreneurialism Science Daily (press release) - ScienceDaily (Nov. 12, 2008) — Whether someone will become the next Richard Branson, Steve Jobs or Henry Ford may be down to whether they make risky ... |
Norfolk entrepreneur wins top award Norfolk Eastern Daily Press, UK - ... and at LEAD East - a new initiative which promotes entrepreneurialism in order to help ensure continued growth in the East of England. ... |
Two Degrees, LLC Appoints Mike Heffernan as Chief Financial Officer MarketWatch - Now is the time to bring on a financial expert that we know and trust, and who shares our spirit of entrepreneurialism, to ensure our continued success. ... |
Bank of America and PRIME - Working Together to Support the Over ... ITNews, Italy - It aims to unlock entrepreneurialism in the over 50s in the UK by helping this group get back into employment through setting up their own businesses. ... |
Economic downturns can spur mergers, innovation Seattle Post Intelligencer - We've seen consolidation inspire entrepreneurialism most clearly in Washington's banking industry. Every time a bank is bought, that frees up capital and ... |
Max Levchin, Jawed Karim, Tom Siebel, Scott Banister, Reid Hoffman ... SYS-CON Media, NJ - ... co-founder of Zivity, Reid Hoffman , founder, President and Chairman of LinkedIn and others to Discuss Cross-Country Entrepreneurialism in Two Panels. ... |
Chamber joins Go Texan Jack County Herald, TX - Retirees are increasingly drawn to smaller rural communities with access to urban services, and rural entrepreneurialism is a growing trend. ... Chamber provides info on how to donate |
Range of Bay area firms take note of Entrepreneurship Week Bizjournals.com, NC - Entrepreneurialism, invention and innovation are important to advancing living standards, said Ken Evans, regional director for Entrepreneur Week in his ... |
Portland trying new solar-powered public toilet Northwest Cable News, OR - Entrepreneurialism aside, the city says it's recognizing a humanitarian need for public rest rooms. To reduce opportunities for vandalism and crime, ... |
Resources
-
Sorry there are no resources available at this time