Step One – Work out the value of what you offer.

Get really clear on the value you offer your clients and the results you deliver. The clearer you get the more passionate you will become and your confidence will naturally soar. People will notice your confidence, your passion and your authentic desire to help them and there will be no feeling – or presence – of manipulation in the conversation.

Step Two – Have a conversation with the intent of gaining a client versus making a sale.

The difference is subtle but the long term ramifications on your business are enormous. Come from a place where you view the first sale as just the beginning of a long term relationship where they are now your client. I am sure you have had the experience with the “hit and run” salesman. They made the sale, got your money, which is all that they wanted and you never see them again. You were left feeling manipulated.

Step Three – Ask questions with the intent to understand if you can help the person get what they want.

If you ask questions with this intent the person you are talking to will feel relaxed and will open up to you. Contrast this with people who zoom through asking you questions and you know they are not really interested in your answers. You feel that all they want to do is quickly get to the point of telling you what is good for you – their solution. Again, you feel the presence of manipulation. So it’s easy enough to change – just change your intent.

By following these three steps you will find it easy to avoid being manipulative or being perceived as manipulative in your sales conversations. Try out these three steps and not only will you be more relaxed but you will attract more people who will want to be your client.

Last 5 posts by Tessa Stowe

• Hate Selling? Start By Being “You” When Selling - October 5th, 2007
• What steps can you take to overcome your fear of selling? - September 29th, 2007
• Are You Having Sales Conversations From Your Head? - September 23rd, 2007
• A Simple Sales Strategy: Ask Questions - September 17th, 2007
• Hate Selling? Start By Being “You” When Selling - September 10th, 2007

This entry was posted on Saturday, September 22nd, 2007 at 1:00 pm and is filed under Sales, The SELF of Self Employment. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.