If you're someone who's even the least bit uncomfortable with the idea of selling
your product or service, you've probably grappled with the question, "How
can I effectively sell without selling my soul?" The solution is to
listen to your inner voice and sell only in a way that's comfortable, honest,
"Honorable selling?," you ask. "Isn't that
an oxymoron?" Not at all. Selling with honor begins when you can honestly
say, "I have something of value to offer." Then all you have to do is
communicate that value.
If you have to sell to succeed -- and you do --
here are some simple steps to get you selling. and keep you selling.
Develop an unwavering belief in your value
first job is to communicate your value directly to yourself -- to sell yourself
on the value of your product or service. Otherwise, you face an uphill battle,
asking yourself, If I can't sell me, how can I sell anyone else?
do you develop "an unwavering
belief in your value"?
Make your offer... a really great offer!
in the world loves a great deal. Make your product or service one that's truly
outstanding and you make it easier for the seller to sell... and the buyer to
you jump in with, "Here's what I can do for you," first find out what
needs to be done.
Give Value in Advance
the value of your deal in advance of asking for the business -- like a "free
taste" of that new ice-cream, or offering professional advice before
they're a client.
When giving Value in Advance, make it unique
Prove to your prospects how you're different and better than the rest.
a word for what people do when they ask for business without demonstrating their
value in advance -- begging. Avoid the urge to beg for work. Instead, give
them so much value -- and so much proof of your value -- they'll beg you to work
Dont be desperate
one wants to do business with someone who's desperate for the work. People want
to do business with busy, successful, proven commodities -- people, in fact, who
don't need the work.
if you really do need the work? Keep it to yourself!
Martin Luther King to Bruce Springsteen, passion is the spark that starts the
fire, the magnet that draws people in. Share your passion and vision, and few
Joel Saltzman is a
speaker, facilitator, and consultant who teaches people in business to Shake
That Brain! ® - for winning solutions AND lots of fun. Look for his latest
book, Shake That Brain!, to be published by Wiley 2/06. Joel can be reached
in San Diego at (619) 543-9432 e-mail: firstname.lastname@example.org
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