Leading on from the last session, “Selling”, as I am defining it, is a natural and normal part of everyday interactions between people. You can extend this natural and normal way of interacting into your business environment, taking some of the mystery and awkwardness out of the sales process. As you relax and embrace sales as a natural, healthy, normal conversation, your potential clients will take your lead and relax into the conversation as well.
Just like in business, these more personal “sales” situations can be approached with more or less effective methods. You can try to use manipulation, coercion, and even dishonesty to get your way, or you can use the more righteous and enjoyable methods we are going to cover in this workshop.
“Sales is helping people to make a powerful decision that will help them to get what they want.”
By this definition, sales is service. Sales is making a difference. Sales is making a contribution.
Helping the prospect to get more clear about what they want and need, and to make a decision about whether or not your product/service is the best means to help them get that outcome
Taking this up a notch by making the sales conversation focused even more on service, making the interaction more valuable to the prospect, and therefore more meaningful and worthwhile for both of you, while it also builds rapport and demonstrates your ability to serve the client, and often leads to a sale
A simple model to help you with this process
Improving Client Retention