Book Yourself Solid The Simple Selling Process
Book Yourself Solid The Simple Selling Process
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.
2. 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.
3. 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
4. Keep in Touch
Get a commitment for a next step. Think of yourself as a life- long consultant.
Tip 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.
Remember successful selling is really nothing more than showing your prospects how you can help them live a happier more successful life.
Copyright 2005 Michael Port & Gayla DeHart
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, of 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. Go to www.achieveexcellence.ca/contact.
Book Yourself Solid The Simple Selling Process - To learn more about this author, visit Donald F. Pooley's Website.
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1. 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.
2. 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.
3. 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
4. Keep in Touch
Get a commitment for a next step. Think of yourself as a life- long consultant.
Tip 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.
Remember successful selling is really nothing more than showing your prospects how you can help them live a happier more successful life.
Copyright 2005 Michael Port & Gayla DeHart
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, of 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. Go to www.achieveexcellence.ca/contact.
Book Yourself Solid The Simple Selling Process - To learn more about this author, visit Donald F. Pooley's Website.
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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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Dianne CramptonDianne Crampton is an executive leadership coach, team culture consultant, author and president of TIGERS Success Series, Inc. Dianne has been helping CEO's and Executives connect their employees to their core values and goals for over 20 years using the trademarked TIGERS team culture process, which stands for trust, interdependence, genuineness, empathy, risk and success. To download a free white paper on behaviors that build strong teams and behaviors that will predictably tear them down go here. Dianne's contribution to the 2010 Pfeiffer Consulting Journal (an imprint of John Wiley and Sons Publishers) entitled TIGERS Hearted Teams is available in November 2009. Her new book TIGERS Among Us: 5 Winning Business Team Cultures And Why, Three Creeks Publishing will release in March 2010. To receive publishing discounts, subscribe to the free TigerTracks Newsletter here. - Visit Dianne Crampton's Website |
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Leanne Hoagland-SmithAre your sales where you want them to be? Will you be one of the few who achieves sales or business success or one of the many who have failed to change? Are you tired of being told you are like everyone else? Then you may find my first book on sales of interest. Be the Red Jacket in the Sea of Gray Suits, The Keys to Unlocking Sales available at Amazon or at http://www.processspecialist.com/red-jacket.htm. This book is a reflection of my no-nonsense approach to improving sales to overall business results. If you are truly committed to making sustainable changes, then I can help you secure a positive return on your investment because I focus on executable solutions not telling you the problems you already know you have. From training to corporate (group) coaching to executive one on one coaching, my approach is to assess, create awareness, build a goal driven action plan and then execute. The bottom line question is "Not do you or your employees know it, but do you or they want to do it?" Please call for a free strategy session at 219.759.5601. - Visit Leanne Hoagland-Smith'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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Cheryl MatthynssensCheryl is a life skills coach, licensed Chemical Dependency Counselor and a 20 year entrepreneur. Cheryl's dedication to achieving a life of balance led to her expanding her teaching from the simple managing of life's daily challenges to adding financial well being as well. A direct marketer with DrinkACT, she is gaining ground in the online community with her concepts of making sure business owners, entreprenuers and employees have well rounded life styles. She opened up a small affiliate site - The Balance Guide- to help others find resources for mental and emotional well being. Visit Cheryl's blog to see more of the diversity beyond business she has began offering online at www.thebalanceguide.blogspot.com - Visit Cheryl Matthynssens's Website |
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Kim CastleWith nearly two decades in the advertising and design business, with clients like Domino's Pizza, General Motors, Direct TV, Pedigree, Wolfgang Puck, Higher Octave Music, Hollywood Celebrity Products, Disney, and Paramount, as well as thousands of entrepreneurs around the world define, structure, communicate, and position their business for greater profits, BrandU(R) co-creators Kim Castle and W. Vito Montone discovered that entrepreneurs could experience the same power that big brands command for a fraction of the cost with the world's only process-based results-drive Integral approach to business creation. BrandU(R) is helping entrepreneurs grow with the power of extreme clarity from idea...to brand...to market(TM) and helping one million entrepreneurs become successful and whole so that they can make a difference in the world. Are you one of them? If you want to experience clarity all the way to the bank(TM), get started now at http://www.brandu.com. - Visit Kim Castle's Website |
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John PowerJohn Power, founder of Biltmore Franchise Consulting, has extensive experience developing and marketing franchises and business opportunities. He has been in and around franchising for over twenty years. From 1980 through 1990 he conceptualized, organized, and developed the American Video Association. He grew AVA to 2,000 national members, before selling the company it 1990. It was later merged into another home video marketing company. From 2000 to 2005 he worked as a contract marketing and human resources consultant to several local and national companies. In 2005 Mr. Power began working as a franchise development consultant on a full-time basis. Since that time he has helped more than three dozen companies initiate and develop their franchising program. He notes that there are many companies interested in developing a franchise program, and who need his specialized assistance. Mr. Power is a “hands-on” franchise consultant. He said, “I am the ‘nuts and bolts’ person who tends to the details for my clients.” Mr. Power holds a B.S. degree with a major in Marketing. See: www.biltmorefranchise.com You may contact Mr. Power at: jpower@biltmorefranchise.co - Visit John Power's Website |
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