Selling for Non-Sales People: Let Me Count the Ways I Hate to Sell

Selling for Non-Sales People: Let Me Count the Ways I Hate to Sell:

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You love having your own company. Doing things the right your way. Offering excellent services to your clients, helping them achieve their dreams and goals.

There’s only one problem. You hate selling.

Unfortunately that’s a biggie. A business can’t exist without customers. Even if you offer the best service on the planet if nobody knows you offer it, you won’t have any customers.

I get it. In fact I’ve personally overcome that awful feeling of dread that comes with traditional selling. My secret? Break with tradition!

Learn how to overcome the top 3 sales hurdles today.

Hurdle #1: Your Mindset

I’m sure you’ve heard all the traditional advice already. It gets easier over time. Just do it. No pain, no gain (wait was that one my trainer talking?).

Let’s take a look at this from a different perspective. You offer a kick butt product or service right? RIGHT? Good. Now write down the top 3 benefits your clients get by working with you.

Businesses need you and your services.

You are helping them achieve their goals.

If you have a colleague that needs excellent printing services (assuming you are not a printer), would you hesitate to share a referral if you knew of a good company? In fact wouldn’t you feel as though you are helping your colleague by sharing this information?

Stop thinking of getting new clients as sales, and start thinking of it as helping others achieve their dreams. Don’t you feel better already?

Hurdle #2: Finding New Prospects

Yes you could pick up the phone book and start calling. Or buy a list for direct mail. You could even start chatting up the guy on the treadmill next to you.

There is a better way.

First you need to look at all your current contacts. While you may think hey all know exactly what you do, how it helps people, and why you are the best thing since sliced bread, I bet over half really have no idea. Don’t believe me? Try asking (without any prompts!).

What to do?

Prepare a single paragraph that describes the value of your services and your target clients. Then start sharing that with your network. Do not send a mass email. Even if you only contact one person a day with a personalized note updating them would get you 365 touches in a year.

I recommend including some sort of benefit to your connection if they refer someone who becomes a paying client. Or if they decide they need your services offer a discount or upgrade. If they are a current or past client (yes even clients may not realize what else you can do for them), consider a special offer if they hire you again.

Hurdle #3: Closing the Deal

This is actually the easiest.

Just ask for it.

Sounds easy right? Too easy? Take a minute to reflect on your last 5 sales calls or meetings. At the end did say any of the following to your potential client:

• Shall we get started now?
• Any other questions or concerns that would prevent you from hiring me?
• I realize you may need a few days to review everything. Let’s set a time to reconnect and take the next step.
• Here’s the contract, let’s review and sign it now.

Or did you mumble something like, “Thanks I look forward to hearing from you” or “Nice meeting, let me know what you think.” Or even a complete miss of simply saying “Thanks for your time.”

I can’t tell you how many potential clients have said that they appreciated I asked for their business. They want to be wooed. It’s like dating. Would you prefer if someone said, “Um yeah, had a nice time. See you around.” Or “I had a great time. I’d love to see you again. When are you free?”

Just ask for it!

Final Thoughts

Is there another hurdle you face when trying to sell? Is there something else that you simply hate about promoting your business? Or do you have your own non-traditional approach? If so I’d love to hear about it.