Life is a series of sales situations, and the answer is always “no” if you don’t ask. Even Wayne Gretzky, the legendary hockey player agrees – “You miss 100% of the shots you don’t take.”
There are, however, two additional parts of the equation. The first is this: The real sale comes after the sale, reselling your customers on why they chose your product or service. (Real estate salespeople and about-to-be-married couples aren’t the only ones who deal with cold feet.) You’re still the person the client wants to do business with. The process of reminding the client of why they’ve made the right decision is, of course, a more subtle effort than winning them over in the first place, but every bit as important. Positioning yourself as a consultant, partner, and resource – rather than salesperson – is a strategy that can be very effective in cultivating a lasting relationship with your customer.
The second part is this: Never forget that the first sale is to yourself – particularly if it’s a large-dollar sale or your biggest sale ever. You need to understand and believe that you deserved this sale. Did you put in the work upfront? Did you present your authentic self? Did you structure a fair, honest, and ethical deal? Does your new client feel the same way? If the answer is “yes” to all of those questions, you can feel confident that you’re well on your way to improving your sales.
For help improving your sales presentations, see my previous posts, “Use You-Focused Language to Connect with Clients – Video Sales Presentation Tip,” and “Story Strategy to Improve Your Sales Presentations – Part 1.‘
Patricia Fripp’s Advice on Improving Sales – Video Sales Presentation Tip
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Executive Speech Coach and Hall of Fame Keynote Speaker Patricia Fripp is hired by individuals and companies who realize that powerful, persuasive presentation skills give them a competitive edge.