"Selling" has gotten a bad rap!We've all experienced obnoxious salespeople who have turned us off...
made us cringe...
and even stopped us from pursuing a purchase we really wanted.
Have you ever really, really wanted something...
like a new car...
but dreaded the sales experience so much that you'd sooner wait until your car broke down? If we ourselves have had poor experiences with salespeople, how can we expect to enjoy becoming one? But then again, how can we expect to grow our business without becoming one? The truth is...
we can't...
so let's bite the bullet and figure this "selling" thing out.
My guess is that you're an independent sort.
You like running your own show, creating your own hours, and making things happen! I'll bet you thrive on building connections...
connections that get you where you want to go.
While our businesses may offer different products or services, they are all about filling a need for people.
The key word here is "people"...
our businesses are all about "people".
People thrive on connection.
They like being listened to and courted and chosen.
Selling is about forming connections, finding commonalities, enjoying conversations, figuring out what's missing, helping to clarify what's needed, and partnering to find solutions.
Let's create a plan that will help you to embrace your professional selling self.
Step 1 Know yourself.
Who are you? What makes your business tick? What makes you unique? What characteristics do you have that would attract someone to partner with you? Step 2 Get clear on who you want to attract.
Who would you really like to connect with? What qualities do those individuals have? Why do they need you?How would your business thrive if those types of people became aware of your product or services? Create a "My Favorite Client" profile.
Keep it in full sight.
Step 3 Look for "My Favorite Clients" everywhere.
It's like a treasure hunt.
Where do they hang out? What do they read? What radio stations do they listen to? Where might you run into them? How might you reach them? Step 4 Create an image for these individuals to see!How will you portray your business to these people?What can you send them that will make them curious about you? If you were them, what would make you reach out to you? Step 5 Imagine yourself conversing with exactly the type of Client you seek.
If you could talk with your favorite prospective Client, what would you like to find out about them? What would you like to share? How would you introduce yourself? What would you like them to know about you? Step 6 Be a conversation starter.
Remember, people love to talk about themselves.
Ask an "open-ended" question.
Listen to the response.
Listen some more.
Come from curiosity.
What does this person have to teach you? How might you two connect? What are the commonalities of experience? Is this someone you'd like to know more? Step 7 Move it forward.
Are you eager to share the "good news" about your business with others? Are you excited about what you do?Are you comfortable in your own skin..
..
even if it's new?Just be yourself.
Share what turns you on.
Tell a fun story.
Move the relationship forward Step 8 Watch for the "magic click".
Are you feeling on the same wave length with this person?Does it just feel "good" to talk with them? Is the conversation "flowing"? Enjoy the connection! Step 9 Enjoy the new relationship for what it is right now.
Be sure to be clear about what you do and why you love it.
Invite your new acquaintance to "try you on".
Nurture this new connection.
Be there when they're ready to learn more.
Step 10 Be ready for them when they're ready for you.
When the time is right for them, be easy to find.
Build on this wonderful, new relationship.
Strengthen it with intimacy, caring, and skill.
So this, my friends, is selling!How much fun is this! You have opportunity after opportunity to connect with people, share your worth, and build your business...
just what you signed on for.
Don't forget to keep the conversation going for a long, long time.
Ask your new client to give you feedback on how your business feels to them.
Give them an outstanding experience.
When they're delighted by the results, ask them to spread the good word.
If they forget, ask them again.
Stay in touch.
Happy conversations! ©2008, Franchise Coaching Systems