“Five” Keys to Effective Selling

For those in professional services—whether you're a seller-doer, a subject-matter expert also responsible for developing new business, or completely devoted to sales—here are my keys to effective selling.

1. Be yourself. Share what you're passionate about, what you do, and who you do it for. See who's open to having a conversation. There’s no need to be too formal or aggressive. You're selling yourself as much as any service offering, so relax and show your prospect who you are.

2. Be specific. Be abundantly clear about your ideal client profile with yourself and your prospects. Who are you the best fit for? When speaking with prospects, share in detail where and how you do your best work.

3. Again, be yourself. Relax. Don't get weird, tense, or pushy—just act normally. You’ll be surprised by how disarming authenticity can be in your initial conversations with a target.

4. Have clear next steps. When you're talking to a prospect, always know and prepare them for what's going to happen next in your process. Make sure your steps are straightforward and easy to say “yes” to. Your prospect wants to be led, so lead them.

5. Yet again, be yourself. I can’t stress this enough!

Staying true to yourself and striving for clarity are king. Give these “five” tips a try and see what transpires.

Onward.

Tom

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