A Simple Sales Strategy: Talk to Yourself!

You are about to speak to a potential client, go to a networking meeting or give a presentation. What should you be saying to yourself in those few minutes beforehand? If you spend that time saying what I propose below, you will effortlessly and naturally become very attractive to your potential clients. This approach is very powerful, I promise you.
What if, in those few minutes, you say to yourself:
* I desperately need this client.
* I want their money.
* I need to show them how good my services are.
* I need to get them to listen to me.
* I hope they think I am good enough.
* I need to remember my "script" and those objection handling and closing techniques.
* I don't think I am going to enjoy this.
Do you ever say these kinds of things to yourself?
Imagine how you are going to come across if you are be-ing like this? Desperate? Unauthentic? Uncaring? Not relaxed? Attached to the outcome? It's all about me, me, me. Like a salesperson? Oh no!
Instead, just suppose that in those few minutes, you say to yourself:
* I am about to have a conversation to explore if I can help.
* I really want to help.
* I want what's best for this person, even if they don't become my client.
* My focus is on what I can give, not what I can get.
* I am committed to helping but not attached to it.
* I am going to put myself in their shoes. I will look at things from their perspective.
* It's all about them, not me.
* I am going to listen, listen and listen.
* I have no expectations from this conversation.
* I am going to be me (open, honest, full of integrity, natural ...).
* I am going to enjoy this.
* I am going to forget about trying to sell them something.
Imagine now how you are going to come across if you are be-ing like this. Authentic? Caring? Relaxed? Committed? It's all about them. Magnetic? Not at all like a salesperson!
If you are be-ing this way when you are having a conversation, you will quickly build rapport and trust; people will listen to you then. Talk about your solution and products before you do this and what you say will fall on deaf ears.
I suggest you create your own written list by using mine as a starting point. Add to it over time. Say these things, out loud preferably, to yourself before you speak to any potential clients. Then sincerely (or it will not work) be like this.
This may sound silly to some of you but it works. Eventually you will be like this naturally and getting clients will become easier and easier. People will find you magnetic.
This is a simple and yet very powerful technique. Please do not underestimate it. Try it out for yourself and if you do, I promise, you'll quickly be on the path to getting a lot more clients. It's all in the be-ing!
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By Tessa Stowe

Tessa Stowe helps Coaches and Consultants stop struggling to sell, and instead attract clients like magic! Her FREE e-course tells you how: "Attract More Clients Naturally: 10 Simple Strategies That Work ... Even If You Hate Selling!" Sign up now at http://www.attractmoreclientsnaturally.com

Selling For Keeps

When you are in sales and you come across a customer, you don’t want to think of that customer as someone you can only make one sale to, you want to think of them as someone you can make several sales to.
I can remember not to long ago when I was in Banking working as a branch manager, when I would meet with my staff every Monday morning to go over their individual weekly goals.
I must say that they were very good sales people, but unfortunately their focus was on getting that one sale to meet their individual goal, instead of focusing in on the complete package.
By the complete package I mean, getting all of the customers business. I’m not saying that you should get all of the customers business in one sitting, but at least ask some probing questions so that you may compare your products and pricing to their existing ones.
When you are dealing with a customer, you don’t want to treat them as a statistic, rather, you want to treat them as a person, use their name frequently during your sales session. You don’t want to make the sale, than hurry them out the door like cattle.
Always make your customer aware of ongoing promotions and new products that you have available, or, if you have upgraded a product that they currently have, you might ask if they would like to consider the upgrade.
When a customer walks into your office, or calls you on the telephone, greet them with a smile, be enthusiastic, and greet them by name. Make your customer feel welcome. This will keep them coming back. When a customer is in your office, in your surroundings, you want them to feel comfortable, so do your best to make them feel that way. Treat them as if they were a guest in your home.
When a sales person sells for keeps, they are selling to ensure that one day they will have all of their customer’s business and not leave it to their competition.
When you first come in contact with a customer, don’t hold anything back. Don’t concentrate on making one sale to satisfy your goal. Think of the big picture. You want all of their business.
Smile, use their name, listen to them intently as they ask their questions and address any concerns that they may have. Ask questions about their life, their work, and their families. Get to know them and what their needs are.
Once you know their needs, you can than begin to sell them your products that fit their needs.
Always make your customers aware of all the products you have to offer, let them know your hours of operation, give them your cellular phone number, let them know what your availability is. Leave them by telling them that if they ever need anything else, to come in or call and to ask for you personally.
These small gestures alone will give your customer a comfort level with you, which in the long term will keep them coming back. In time you will manage to have all of their business, so the next time you sell something, sell for keeps.

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By Jay Conners

Jay Conners has more than fifteen years of experience in the banking and Mortgage Industry, He is the owner of http://www.jconners.com, a mortgage resource site, he is also the owner of http://www.callprospect.com, a mortgage lead company.