Selling from your Heart
Selling from your Heart
If so, you are not alone! Many of us have experienced manipulative and abrasive salespeople who have turned us off...made us cringe...and even stopped us entirely from pursuing a purchase we really wanted.
If we ourselves have had poor experiences with salespeople, how can we be expected to enjoy becoming one?
Well, let's look at the alternative. In order to bring our talents, our services, and our gifts to the world...we need to figure this out.
What I know for sure is that we cannot grow our businesses without becoming comfortable with "selling"...so let's bite the bullet and master this "selling thing".
"But we didn't sign on to be salespeople", you say. "We signed on to help people or to make a great product available or to express our creativity!"
"We're ok with connecting with people, forming new relationships, and helping people to get what they need...but in a professional and non-threatening way."
And so it is with "Selling from your Heart."
"Selling from your Heart" is about forming connections with potential Clients, finding commonalities, enjoying conversations, figuring out what's missing, helping to clarify what's needed, and partnerning to find solutions.
Is that something you're comfortable with?
I thought so!
So let's create a plan that will help you to embrace your professional selling self and, in so doing, enhance the very reputation of "selling".
Step 1
Know Yourself. Who are you? What makes you special? What characteristics do you have that would attract someone to partner with you? What products or services do you have to offer them that is unique?
Step 2
Get Clear On Who You Want to Attract. Who would you really like to work with? What qualities do these individuals have? What would it be like to have a relationship with these types of people? Create a "My Favorite Client" profile. Keep it in full sight.
Step 3
Look for Your "Favorite Clients" Everywhere. It's like a treasure hunt. Where do they hang out? What do they read? What radio stations do they listen to? Where might you run into them?
Step 4
Create an Image for these Individuals to See. How will you portray yourself to these potential Clients? What will you send them that will make you curious about you? Should you place a photo on your brochure? Should you pose a question in your copy that will make them say...Hmmm! What will make them reach out?
Step 5
Imagine Yourself Conversing with Exactly the Type of Client you Seek. If you could talk with your Favorite Prospective Client, what would you like to find out about them? What would you like to share? How would you introduce yourself? What questions could you ask to put them at ease?
Step 6
Be a Conversation Starter. Remember, people love to talk about themselves. Ask an "open-ended" question. Listen to the response. Listen some more. Come from curiosity. What does this person have to teach you? How might you two connect? What are the commonalities of experience? Is this someone you can help?
Step 7
Move it Forward. Are you eager to share the "good news" about what you do with others? Are you excited about what you do? Are you comfortable in your own skin...even if it's new? Just be yourself. Share what turns you on. Tell a fun story. Move the relationship forward.
Step 8
Watch for the "Magic Click". Are you feeling on the same wave length with this person? Does it just feel good to talk with them? Do you want to know more? Is the conversation "flowing"? Enjoy the connection!
Step 9
Enjoy the New Relationship for What It Is Right Now. Be sure to be clear about what you do and why you love it. Invite your new acquaintances to "try you on"...through a sample or complimentary session. Nurture this new connection. Be there when they're ready to learn more.
Step 10
Be Ready for Them When They're Ready for You. When the time is right for them, be easy to find. Congratulate your new Client on the choice they've made to better their life. Build on this wonderful, new relationship. Strengthen it with intimacy, caring, and skill.
So this,my friends, is "Selling from your Heart". How much fun is this! You have opportunity after opportunity to connect with people, form new relationships, share your talents and skills and products, and help people to get what they need...exactly what you signed on for.
And don't forget to keep the conversation going for a long, long time. Ask your new Clients to give you feedback on how the process or service or product feels to them. When they're delighted by the results, ask them to spread the good word through a Testimonial or other venue. If they forget, ask them again. Create a graceful ending when it is time for them to leave you. Keep in touch.
Are you ready to make "Selling from your Heart" a goal in the new year? I hope so. Your reward will be a Client Base that is suited to exactly who you are who will help you to market your products and services for a long, long time to come.
Happy selling!
Copyright 2006, Flo Schell, EdM
All rights reserved.
www.FloSchell.com
E-mail: mycoach@FloSchell.com
Ph: 732-528-4385
This article may be used only when full contact information is attached.
Selling from your Heart - To learn more about this author, visit Flo Schell's Website.
Like this article? Share it with your friends
Are you a Solopreneur, a Small Business Owner, a Helping Professional, or a Creative who is tired of trying to figure out how to sell yourself and your services without feeling uncomfortable or pushy?
If so, you are not alone! Many of us have experienced manipulative and abrasive salespeople who have turned us off...made us cringe...and even stopped us entirely from pursuing a purchase we really wanted.
If we ourselves have had poor experiences with salespeople, how can we be expected to enjoy becoming one?
Well, let's look at the alternative. In order to bring our talents, our services, and our gifts to the world...we need to figure this out.
What I know for sure is that we cannot grow our businesses without becoming comfortable with "selling"...so let's bite the bullet and master this "selling thing".
"But we didn't sign on to be salespeople", you say. "We signed on to help people or to make a great product available or to express our creativity!"
"We're ok with connecting with people, forming new relationships, and helping people to get what they need...but in a professional and non-threatening way."
And so it is with "Selling from your Heart."
"Selling from your Heart" is about forming connections with potential Clients, finding commonalities, enjoying conversations, figuring out what's missing, helping to clarify what's needed, and partnerning to find solutions.
Is that something you're comfortable with?
I thought so!
So let's create a plan that will help you to embrace your professional selling self and, in so doing, enhance the very reputation of "selling".
Step 1
Know Yourself. Who are you? What makes you special? What characteristics do you have that would attract someone to partner with you? What products or services do you have to offer them that is unique?
Step 2
Get Clear On Who You Want to Attract. Who would you really like to work with? What qualities do these individuals have? What would it be like to have a relationship with these types of people? Create a "My Favorite Client" profile. Keep it in full sight.
Step 3
Look for Your "Favorite Clients" Everywhere. It's like a treasure hunt. Where do they hang out? What do they read? What radio stations do they listen to? Where might you run into them?
Step 4
Create an Image for these Individuals to See. How will you portray yourself to these potential Clients? What will you send them that will make you curious about you? Should you place a photo on your brochure? Should you pose a question in your copy that will make them say...Hmmm! What will make them reach out?
Step 5
Imagine Yourself Conversing with Exactly the Type of Client you Seek. If you could talk with your Favorite Prospective Client, what would you like to find out about them? What would you like to share? How would you introduce yourself? What questions could you ask to put them at ease?
Step 6
Be a Conversation Starter. Remember, people love to talk about themselves. Ask an "open-ended" question. Listen to the response. Listen some more. Come from curiosity. What does this person have to teach you? How might you two connect? What are the commonalities of experience? Is this someone you can help?
Step 7
Move it Forward. Are you eager to share the "good news" about what you do with others? Are you excited about what you do? Are you comfortable in your own skin...even if it's new? Just be yourself. Share what turns you on. Tell a fun story. Move the relationship forward.
Step 8
Watch for the "Magic Click". Are you feeling on the same wave length with this person? Does it just feel good to talk with them? Do you want to know more? Is the conversation "flowing"? Enjoy the connection!
Step 9
Enjoy the New Relationship for What It Is Right Now. Be sure to be clear about what you do and why you love it. Invite your new acquaintances to "try you on"...through a sample or complimentary session. Nurture this new connection. Be there when they're ready to learn more.
Step 10
Be Ready for Them When They're Ready for You. When the time is right for them, be easy to find. Congratulate your new Client on the choice they've made to better their life. Build on this wonderful, new relationship. Strengthen it with intimacy, caring, and skill.
So this,my friends, is "Selling from your Heart". How much fun is this! You have opportunity after opportunity to connect with people, form new relationships, share your talents and skills and products, and help people to get what they need...exactly what you signed on for.
And don't forget to keep the conversation going for a long, long time. Ask your new Clients to give you feedback on how the process or service or product feels to them. When they're delighted by the results, ask them to spread the good word through a Testimonial or other venue. If they forget, ask them again. Create a graceful ending when it is time for them to leave you. Keep in touch.
Are you ready to make "Selling from your Heart" a goal in the new year? I hope so. Your reward will be a Client Base that is suited to exactly who you are who will help you to market your products and services for a long, long time to come.
Happy selling!
Copyright 2006, Flo Schell, EdM
All rights reserved.
www.FloSchell.com
E-mail: mycoach@FloSchell.com
Ph: 732-528-4385
This article may be used only when full contact information is attached.
Selling from your Heart - To learn more about this author, visit Flo Schell's Website.
Like this article? Share it with your friends
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Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
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George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
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As an independent film producer, his upstart film fund Aliquot Films is currently producing a films with Spike Lee and Abel Fererra (starring Ethan Hawke and Dennis Hopper.)
Jay's entrepreneurial spirit is irrepressible. He’s the owner of five companies, a professional speaker and trainer, international real estate developer/investor, extreme sport enthusiast and emerging philanthropist. Jay resides in NYC with his wife Jamie, son Milo and dog Cooper. Visit Jay's official website: www.JayKubassek.com - Visit Jay Kubassek's Website |
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