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Selling
Ideas
101a
A Formula For Selling
Know what your client needs, make a proposal,
and ask for the order.
Know what your client needs
What is your client's dream? What does your client want to achieve?
If you can discover this, this person will want to work with you. Stephen
Covey says,
"The deepest need of the human soul is to be understood."
Knowing your client at this level is the foundation
of a coaching relationship.
Make a proposal
Provide a solution to your client based upon their need
or dream.
Discuss the benefits. As Brian Tracy says, "Customers
buy benefits, not products."
Provide those benefits to make it easy for the client
to say yes.
Use the benefits to support and progress the client's
dream.
Close the sale; ask
for the order
Let your client that you would be honored to work with
him, to help
him achieve his dream. If your client says, "I
want to think about it," know that you have lost
the sale.
Rarely does your potential client "think about
it." Once you have left her presence, she goes
on with her life.
If your prospective client does not buy your service,
ask for feedback.
At this point, you have nothing to lose and everything
to gain.
Think about what you
are doing.
Review your client interviews for the week.
What feedback did you get?
What changes will you make?
Figure out what is working for winners, and model the
winning formulas. When you experience a win, study it.
What worked?
What are other winners doing that is working?
Review
Know what your potential client needs
Make a proposal
Ask for the order
You've got the winning formula. Now it's time to make
it happen.
Extra
Credit
You knew all of this before. All we are doing right now is reviewing
it. The magic in any intention is the Action. Activity. Making it happen.
Animating it.
Darn it, no magic pill!
Don't you hate that?!! You're looking for something
special, only to find that it is ALL ABOUT YOU all along!
And that is exactly where most of us get stuck, because
we have a general idea of what we would do, if we could,
only for some reason, we aren't able to get it together
to follow through. Yep. You're not alone. I've been
coaching for years, and I see it all the time. I procrastinate
myself in many areas. You know what I do that keeps
me moving forward, and keeps me getting closer to full
self-expression every day? Do you know what I do that
puts a smile on my face and gives me the energy to follow
through when sometimes all I want to do is go lay down
and curl up in a ball somewhere and sleep my problems
away? Guess what. I work with a coach! Actually I have
more than one. I have a coach that works with me on
communication modeling. I have a coach that works with
me on my writing. I have a coach that works with me
on goal setting and follow through. I even have a forgiveness
coach!
Maybe I'm a little overboard
with the whole coaching thing, but the bottom line is
this. If you've been doing the best you can on your
own your entire life, answer me this. How's that
going? If you are not absolutely delighted with
the results you are getting, if you are not living the
life you love, I have a proposal for you. You might
want to consider getting a coach to partner with you
in the areas you are finding challenging.
If you would enjoy exploring coaching for
yourself, with entirely no obligation, contact any coach and let that
person know what you are up to, and the type of person you would enjoy
working with as a coach.
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