Let me get right in and share what are the best things to do when selling your company or yourself:
- Sell you more than your company.
- Engage your prospect at an emotional level through contrast between what you sell and what your competitor sells.
- Use “You” phrasing. It transfers the ownership to your prospect.
- Make your story their story.
- Tell your story like it was their story.
Who is your biggest competitor? No one. What do I mean. It is that your prospect will decide NOT to buy, at least right now.
Who is the hero in your selling story? Is it you? No.
Your goal is to play the role of “The Mentor.” Tell your prospect HOW you will help them achieve their goals. For example, I am passionate about helping other people write books. Why? Because I have seen, again and again, the benefits my clients have reaped by creating a book of their own to build more credibility among their prospect base. Their book gives them “expert status” that, in turn, helps them realize more new business opportunities.
It has been a very rewarding experience to see my clients achieve the kind of success that before we started working together, was elusive. My passion spills over to the stories I share of the authors I have worked with who got great satisfaction out of creating a book that powerfully harvests the depth and breadth of their wisdom. What about you? How can you move from the method you are using now to sell to a method that is more emotion based and focused on the “experience” people feel when they work with you?