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Book Yourself Solid The Simple Selling Process

Written by: Donald F. Pooley

Article Overview: 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 various ways to do it.

Book Yourself Solid The Simple Selling Process

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.

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Related Forum Posts
Re: New Infographic: Top Ten Reasons to Partner with Someone - I like it. Simple yet informative. I also RT'd it for you.
Re: Is being too connected pushing your business forward or back - Good advice, Terrycan! Simple but necessary.
My reading log - Hi OmnivoreInk, Before starting my business, I read the following books as research: -"The Art of the Start" by Guy Kawasaki -"The AdSense Code" by Joel Comm -"Don't Think Pink" and "Mind Your X's and Y's" by Lisa Johnson And since then I've continued my "research" by reading (in this order): -"Technical Tennis" by Rod Cross -"For One More Day" by Mitch Albom -"The Twits" by Roald Dahl -"Little Black Book of Connections" by Jeffrey Gitomer -"The Secret" by Rhonda Byrne -"The Profitable Retailer" by Doug Fleener -"Blink" by Malcolm Gladwell -"Little Gold Book of YES! Attitude" by Jeffrey Gitomer -"The Chronicles of Narnia: Prince Caspian" by C.S. Lewis -"Little Green Book of Getting Your Way" by Jeffrey Gitomer -"Harry Potter and the Deathly Hallows" by J.K. Rowling And I'm currently reading and am in the process of finishing the following: -"There's No Such Thing as Public Speaking" by Jeanette and Roy Henderson -"The Tipping Point" by Malcolm Gladwell -"The Book of Tells" by Peter Collett -"Little Red Book of Sales Answers" by Jeffrey Gitomer -"Chocolates on the Pillow Aren't Enough: Reinventing The Customer Experience" by Jonathan M. Tisch -"The Artist's Way: A Spiritual Path to Higher Creativity" by Julia Cameron -"The Inner Game of Tennis" by Timothy Gallwey
My entry - 1. The Best Business Books Ever: The 100 Most Influential Business Books You'll Never Have Time to Read - this is a fascinating book about the history of Business theory, and I'd recommend it to anybody. 2. The Big Book of Small Business: You Don't Have to Run Your Business by the Seat of Your Pants, by Tom Gegax. Ditto. 3. PADI: The Business of Diving Book Okay, so this book won't be of use to anyone who doesn't want to start a scuba store, but I did, and this book was of course invaluable to me in reaching that goal.
Re: Kevin's Case Study #10 - When to become an entrepreneur? - When the bug bite you. A lot of successful entrepreneurs started in their teens or at school. Selling sweets to fellow students or lemonade to firends in the neighbourhood.


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