7 Ways to Sell and Retain Your Integrity --
Making more sales while retaining your integrity -- is it possible to do both?
Yes it is possible and more importantly, it's the right thing to do.
The best way to make a prospective client yours is not to focus on making the sale, or trying harder to make a 'no' answer into a 'yes'. The best way to talk to a prospective client is to focus on them as a person, speaking naturally and honestly to them.
Focus on understanding the truth of your potential client's situation. Build trust with your prospect by talking to them as a person, rather than as someone trying to sell them something. Find out what their needs are. You may not be a good fit for each other and that's ok. If you sacrifice trust for the sale, you also sacrifice integrity. It's much better to keep your integrity.
Eliminate rejection once and for all by setting realistic expectations and avoiding behaviors such as defensiveness, persuasion, and over-confidence. If you're not trying to sell, you can't be rejected.
Stop "chasing" potential clients who have no intention of buying. How can you do this? Shift your mindset and boost your truth-seeking skills so that you can quickly, yet graciously, discern whether the two of you are a potential "fit" or not. If you're not a fit, then wish them well and move on -- or go the extra mile and make a referral. It tends to come back to you.
Avoid calling people "prospects" or even thinking about them that way. People are people, and when you label them in your language or your thoughts, you dehumanize them. Train yourself to think about "potential clients" instead.
When you're talking to a potential client, don't start with "Hi, my name is… I'm with… We do…"". When you begin a conversation by making it about you, instead of about the other person, you immediately cut off the possibility of opening a dialogue. Try the more humble approach of asking "Maybe you can help me out for a second," and keep in mind that you're really calling to help them solve their problems.
Don't try to "overcome" objections. Instead, look at it as a concern and not an objection. Do your best to see the client's truth. Then you can decide whether to continue to open the conversation.
Avoid using "I" or "We" in your e-mail communications to potential clients. These words indicate that the focus of your communication is on satisfying your needs rather than solving their problems. This sets the wrong tone for a potential relationship.
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