Step 2.

Now that we have our insecurities taken care let’s turn our attention to you and your client. What is going to sell this client? That obviously varies from client to client but there is a certain common factor we need to keep with us like a gun in a holster. Self confidence is a strong one. I know you’ve heard this before so on to the next paragraph right? No. Think about self confidence. This one is on you. Are you confident in your skills? Are you confident in your company? Are confident in your product or service? If you are the slightest bit lacking in confidence, the client will smell it like a lion can smell the blood from a lame zebra. I know that analogy is not politically correct but you can’t afford to be that zebra. You’ve got to take care of whatever is causing your lack of confidence NOW! And again you already know what you need to do so do exactly that.

Step 3.

Wonderful so here we are with the client radiating absolute confidence. So what’s next oh great guru of aggression. We have taken care of ourselves and are ready to face the client so now let’s focus our complete attention on the client. Put yourself in the client’s shoes. Think like the client thinks. Think ahead of meeting with the client and BE PREPARED. Have you thoughts and words organized not only in your head but write it or type it out and read it - study it - know it. Be ready for question they may present. If need be bring a clip board with yours notes outlined. Point by point presentation will make you come across very professional even if you’re not a good speaker.

Step 4.

Meet the client with a smile. If you have to practice in the mirror and see how you look then do so. This is a very effective tool yet most people don’t use this strategy because they believe it’s ridiculous. Get beyond the ideas that hold you back and do what you need to do no matter how personally embarrassing it may feel. Remember you’ve bagged the insecurities that you used to have. OK back to the smile. Understand this: Smiles are contagious. They are almost impossible to not return. When you can get your client to smile it can raise their serotonin level and then in seeing their smile this can raise your heart rate and cause your adrenalin level to go up. The raise in your adrenalin level can cause you to be a more aggressive and their serotonin level being raised can make them happy to see you. Even if it seems like a split second these states of mind will continue as you speak - like waves from the ocean as the tide is coming in causing the waves to get bigger. Because of your confidence and the time you spent preparing, this will overwhelm them in a very attractive, positive way. So just be yourself.

Step 5.

Last but not least ask for the sale. Don’t walk away thinking I’ll ask later. Ask now. Get an answer. At this point they are sold and they like you so open your mouth and ask. Since they are in a happy state of mind they will be more than likely to say yes, but if you let it go for a later date they may lose that state of mind. If you can get them to commit while they are in a good positive mode they will feel obligated to stay committed and as long as you know you can satisfy their needs. Then it will not only be a great sale but a future referral. Oh and yes go ahead and ask for that while you’re on top of the world now.