The Abcs Of Selling

Hate the idea of selling to get clients? Does sales feel like a high-pressure or

a stressful activity to have someone buy your coaching or professional services?

I truly understand your anxiety and stress. ABCs of selling always used to be "Always Be Closing". When I was training for my first sales job, over 20 years ago, my manager didn't think I would survive my first year because I wasn't aggressive enough with my prospective clients. He changed his tune when I won "Rookie of the Year" and, even over time, became a proponent of my softer selling methods.

Selling your services doesn't have to be high-pressure pitches that you either need a script for (or a shot of tequila!) before you talk to your prospective clients. You can actually have a relaxed sales conversation and get those new clients without being a master of manipulation.

The key? The new ABCs of selling - Always Be Confident. Confidence is the 'new black' in selling. Having a clear offer, talking about 2-3 clear results that your clients get and speaking in a confident tone of voice when you discuss your offers and results will get you so much further than old school sales tricks like hard-sell closing.

When you have the prospective client in front of you or on the phone, give them one clear offer. Talking about every program and service you have available in the same conversation will just confuse your potential client. And a confused and overwhelmed mind doesn't buy. By asking questions and seeing what their needs are, you can find out what is the best offer for them at this time.

Shifting gears to relaxed sales or enrollment conversations is the easiest way to getting clients.. You can tell a client story in several minutes which showcases your expertise as well as the results your client received.

Wrapping this clear offer and great client results into a confident manner during the sales conversation is the icing on the cake. The best way to get that confidence - Taking a few moments before the meeting and picture how successful it will be. visualize success. Take a couple of deep breaths and take that confident mindset into your sales conversation by building rapport and asking them how you can help them today.

Copyright (c) 2011 Sue Kasson

by: Sue Kasson

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