Book Yourself Solid: The Simple Selling Process
by Michael Port & Gayla DeHart
Published on this site: August 24th, 2005 - See
more articles from this month
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
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 www.achieveexcellence.ca/contact
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