When I talk to my clients, one of their deepest fears is talking to people and asking for the sale. If you are like most of my clients when they start working with me, you would rather re-organize your to do list, do your laundry or walk your dog before calling up a prospect… If this sounds at all like you, read on…
I need you take another deep breath of reality – your business is to sell the products and services and then maybe deliver them (depending on how you set up your business). Unless you have a huge sales force already in place, this falls on your shoulders. It is your responsibility. Repeat after me – “I am responsible for meeting prospects, offering them my product and closing the sale.”
I work with a lot of entrepreneurs and the majority of the time they just don’t know how to sell. If you fall in that category, don’t worry. We are going to talk about a few important aspects of selling. I encourage you to become a student of sales from this point forward. This is a skill that will come in handy for the rest of your life.
When you are moving someone through the sales process there are so many parts:
• Making the connection or finding that common ground.
• Finding their fear or desire that your product will fix or transform.
• Moving them to a point of emotion so that they feel they must have it.
• Making an irresistible offer that they just can’t pass up.
• Helping to move them to a decision point – yes or no.
And once you make the sale it doesn’t end there. You still have an important part of holding the sale. Buyer’s remorse does happen and you have to take steps to avoid that early. Then there is the follow up after the sale, which is an area that many of us really fall short in.
There are so many things we could talk about here but I want to ask you one question: Are you making your offers apologetically? You know what I mean, it’s almost like you are sorry to have to ask them to buy from you or work with you. If you are having these feelings internally, the other person can sense it. They may not know why but they just know that this isn’t the right fit.
To be honest I had a problem with this for a long time. Until one day when I had an ah-ha moment and realized that I can’t help you build a 6 figure business unless you hire me to work with you. I have nothing to apologize for. My clients and I have built successful businesses and I know how to do it. The only way I can help you is to get you to understand that we need to work together and the only way you can help your clients is for them to become clients!© Copyright 2013 Michele A Scism