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Starting a Business – Are You Afraid of Selling?
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Starting a Home Business - Are You Afraid of Selling?

by Bruce Eckman

There aren't too many business activities more dreaded than selling.
Why is that?

If you step back from business, you'll realize we sell all the time...
A man sells his prospective wife on why she should marry him.

A woman sells her husband on why he should pick up his socks.

Parents sell their children on why they should eat their vegetables.

Day in and day out - we sell. And think nothing of it.

So why do we cringe when we have to "sell" our product or service?

Historically, sales is associated with deceiving and getting someone to act in YOUR best interest rather than THEIR best interest. A win/lose.

In an ethical business, selling is different… a win/win.

It's about matching a customer’s needs and best interest with a product or service that will meet those needs, and be in their best interest.

You see, with many products and services, people need information and qualified advice to determine if the product or service will benefit them.

Sales - in part - is educating someone with their best interest at heart.
It's consultative and facilitating, not deceptive and pushy.
It's about giving a reason WHY...
Why is your product or service good for me?
When I understand why, it becomes my choice… not your deception.

Selling Tips

Perception matters.
If you're not perceived well, you're not as likely to be given a chance.
  • Be attentive to your personal hygiene. Be clean and avoid any strong smells such as cologne or perfume.
  • Dress for success. It's important to be appropriately dressed. Naturally that will differ if you're selling to fortune 500 lawyers or restaurant chefs. The rule of thumb here is to be dressed slightly better than your prospective customer.
  • Smile and be positive. We're more receptive to friendly, happy people.
  • Let your passion show. Enthusiasm is contagious. Typically folks have their defenses up and they're skeptical. They're afraid of "being taken". You have to overcome that. Enthusiasm shows you believe in your product or service. It's easier for someone else to believe you when that sincerity comes through.
  • Know your stuff. You'll lose credibility fast if you don't know your product or service inside and out and if you don't know your competition. How can someone be convinced you have their best interest at heart when you don't really know what you're trying to sell them.
The Selling Process

Understanding and mastering these four steps will pay off tremendously:

Step 1: Seek to Understand
Remember selling is consultative.

You first want to understand your prospects needs and goals. Ask relevant questions to gather information, understand them and find common ground.

For example: "What are your favorite foods? What vegetables do you like?"
Pay attention to their style... are they chatty and friendly or short and more distant. Do they favor visual and descriptive words... do they like to show? Are they more auditory... do they like to tell? You're seeking to understand them better so you can tailor your presentation to their preferred style.

Step 2: Educate With Your Presentation
Always keep in mind: "What's in it for me". The "me" in this case is your prospect. The presentation isn't about your product or service. It's about what difference your product or service will make in the life of your prospect.

How will it make them money, save them money. Save them time. Decrease their work. Improve their health. Avoid disaster. Emphasize the benefits and how it will affect them.

For example: "If you eat your spinach you'll grow up healthy and strong. You'll have muscles like Popeye!"

Step 3: Trial Close
How do you know when you've made your case? Different people need different amounts of information before they're ready to decide. You don't want to give too little information. Neither do you want to "talk yourself out of a sale".

A trial close is taking the temperature... asking questions to determine whether your prospect needs more information or they're ready to say YES.

For example: "How do you feel about eating your vegetables?"
Step 4: The Close
Here's where many folks drop the ball.

You need to actually ask for the sale. It's best to phrase it as a choice between two different options rather than a yes or no ...

"Do you want spinach or broccoli?"

From my experience selling your products and services will be much, much easier than trying to convince a 4 year old to eat vegetables.

Selling can be fun and easy! Try it out today!
About the Author:
Bruce Eckman started his first business at age 5. He has owned and operated over a dozen different business and is currently the President/CEO of EZ-NetTools.com. He is active in helping others in starting a home business through EZ-BusinessBuilders.com.
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