Three ways to sell without being a 'sales professional'
Running a business requires you to produce sales, which means you need to learn the skillsets to secure new accounts. While it is true that you can build a close network of contacts and ask for referrals, this process takes months or even years to develop. Many professionals fear that they will appear to pushy, annoying or bothersome to others if they promote their businesses. Instead of getting past their initial fear of rejection, they stay away from selling. They don't want to associate themselves with behaving like a con-artist or the pushy used-car salesman.

Selling doesn't have to be about lying or telling people what you think they want to hear. The following are three ways to sell without being "the stereotype" of a sales professional:
 
1. Believe in your product:
 If you believe in what you're doing, so will others. All you need to do is to spread the word by communicating this to several people a day. Yes, part of selling is a numbers game. This is so because many people need to know what you do and who you are.  Whether you sell tangible products like cosmetics or condos, or intangible services, such as private coaching or training, the process is still the same. Do you believe that what you do or offer others is amazing? If not, you will have a very difficult time selling it. This is where the con-artist fits into the picture. Irwin or Christine might care less about what they are selling. They only want to make money and will lie or do what others "want" in order to get it. Stay away from this dead-end game. It eventually fails.
 
2. Communicate effectively:
 When going t o meetings, speak professionally and be the one who asks the questions. Learn as much as you can about your prospect. Provide enough information about your business, but understand that less is more. Provide a sample or demo to start, but leave them coming back for more. Create interest and always have many people to talk to in a given day. Don't put all your eggs in one basket, so to speak. When ending meetings, know exactly where you stand. Some decision-makers will get you all excited about your offer, but then do nothing to move forward. Secure a next appointment, telephone chat or the deal itself before walking out the door.
 
3. Learn about the interests of others:
 While you want to be yourself and communicate in a professional manner, don't limit your thinking. Create ways to make people laugh, feel good or more secure. Sales is based on emotion. Going on pure logic is not how people make their final decisions. If Jane likes your offer, but doesn't like the way YOU present it, Jane will go elsewhere. Jane needs to like you before she can even consider your product. Your job is to build rapport, make her see things in a new light and provoke her hot-buttons. In order to do this, why not show Jane a video, a humorous (but relevant quote / article) or something else that will spark her interest? Clues will be planted all over her office (family pictures, magazines, gagets, etc), on her voice mail (the speed in which she speaks) and in the way she dresses. Pay attention. People love to share things about themselves.
 
Old-school sales professionals walk fast, speak loud, irritate others and push until they hear a yes. You don't have to be that way in order to close more business. Why not observe others, learn about their interests and see if you can provide a solution to one or more their problems? Why not make people laugh and lighten-up their l oad? Why not test your self and see what else you can do? The only way to grow is to put yourself out there. You will make mistakes. You won't impress everyone that you meet. But this is part of the package.

Selling is not about lying or being overly aggressive. It is about being persistent, confident and enjoying meeting interesting people.

For additional tips on improving your prospecting techniques contact Nicole Attias & Associates 416-221-0817 nicole@nicoleattias.com