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Stress-Free Selling® - How to Make it About Them

Written by: Jenaé Rubin

Article Overview: You've heard a million times by now to make your sales About Them. But how do you do that???? Here's one easy way how. Take a look at a recent letter or proposal you wrote. Count how many times you wrote "I" or "we." Now count how many times you wrote "you" and "your." If you're like most people, there are ten times more "I's" and "we's" as there are "you's" and "your's." Reverse that! When you write in "I" terms, you write about yourself.

Stress-Free Selling® - How to Make it About Them

You've heard a million times by now to make your sales About Them. But how do you do that????
Here's one easy way how. Take a look at a recent letter or proposal you wrote. Count how many times you wrote "I" or "we." Now count how many times you wrote "you" and "your." If you're like most people, there are ten times more "I's" and "we's" as there are "you's" and "your's." Reverse that! When you write in "I" terms, you write about yourself. When you write about "you," well... I think you get the picture.

I say this is easy because the tactic is. The execution is challenging... until you get it... then it's a snap.

Think about your Prospect’s goals and obstacles. Write about helping them achieve their goals and overcome their challenges. Write about what they are looking for not what you are providing.
Succeed at this challenge, and your letters will be read and you will be chosen with much less need to negotiate because you fulfill needs.

What do your prospects want from you?

I tell my magazine publishing clients, potential advertisers don't want to buy ink on paper. They want what the ink does for them... bring their stores more traffic, improve their reputation, create recognition so their salespeople have an easier time getting in, etc. What do your prospects want from you?

Focus on this, and you'll have a winning formula.


Here's to successful, stress-free salesTM,
Jenae Rubin

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Article Tags: advertisers, challenges, execution, magazine publishing, million times, obstacles, proposal, prospects, reputation, salespeople, snap, stress, tactic, traffic



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Re: Quote of the Day - "The only people witho - Thanks for sharing this Evan, there are some very powerful quotes in there, I particularly like this one:- You are now at a crossroads. This is your opportunity to make the most important decision you will ever make. Forget your past. Who are you now? Who have you decided you really are now? Don't think about who you have been. Who are you now? Who have you decided to become? Make this decision consciously. Make it carefully. Make it powerfully. regards, Mal.
List of a few legitimate online business - Well My main methods to make money so far are adsense,affiliate marketing and freelancing and I think these are some more sites that can help me to make some more money.Your reviews are welcome: ::linkworth dot com>This site is awesome and offer lots of ways to make money. ::mturk dot com>complete simple mini task and get paid ::microworkers dot com>complete simple mini task and get paid ::shorttask dot com>complete simple mini task and get paid ::istockphoto dot com>sell stock photos ::eHow dot com>Make money writing ::Bukisa>Make money writing ::Associate Content>Make money writing ::Triond>Make money writing ::fiverr dot com>$5 freelancing job ::cpalead dot com>make money by completing offer ::peerfly>make money by completing offer
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.
Re: This is Marketing Warfare! - Hey GT, I guess this was from a while back, and it'll test your memory a bit but could you possibly elaborate on Unique Selling Proposition? Can you give us some examples of good USPs?
Blog pinging - Thanks Martin - yes, I do ping and it has been very effective. I'm currently on the first page of Google for Mastermind Group and on the second page for Selling to Small Business.


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