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How to Create a Book Yourself Solid Sales Cycle (plus audio)
It is a mistake to look too far ahead. Only one link in the chain of destiny can be handled at a time.
—Sir Winston Churchill
(LINK TO AUDIO RECORDING BELOW.)
Building Relationships of Trust
All sales start with a simple conversation. It may be a conversation between you and a potential client or customer, between one of your clients and a potential referral, between one of your colleagues and a potential referral, or between your website and a potential client. An effective sales cycle is based on turning these simple conversations into relationships of trust with your potential clients over time. We know that people buy from those they like and trust. This is never truer than for the professional service provider.
If you don’t have trust, then it doesn’t matter how well you’ve planned, what you’re offering, or whether you’ve created a wide variety of buying options to meet varying budgets. If a potential client doesn’t trust you, nothing else matters. They aren’t going to buy from you—period. If you think about it, this may be one of the main reasons you say you hate marketing and selling. You may be trying to sell to people with whom you have not yet built enough trust. All sales offers must be proportionate to the amount of trust that you’ve earned.
What are your potential clients thinking?
- Do they really believe you can deliver what you say you can?
- Do they trust you to hold their personal information confidential?
- Do they like the people who work for you?
- Do they feel safe with you?
- Do they believe hiring you will give them a significant return on their investment?
If you want a perpetual stream of inspiring and life-fulfilling ideal clients clamoring for your services and products, then just remember—all sales start with a simple conversation and are executed when a need is met and the appropriate amount of trust is assured.
You might find value in this audio recording of an interview I did on how to create your own sales cycle process. It should help you turn strangers into friends and friends into clients. Oh, I also attempt to bust some social media myths on the recording.
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How to Create a Book Yourself Solid Sales Cycle (plus audio) http://bit.ly/c7XsyT
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How to Create a Book Yourself Solid Sales Cycle (plus audio): It is a mistake to look too far … http://bit.ly/c7XsyT http://bit.ly/cbPbyq
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How to Create a Book Yourself Solid Sales Cycle (plus audio) http://bit.ly/c7XsyT
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RT @michaelport: How to Create a Book Yourself Solid Sales Cycle (plus audio) http://bit.ly/c7XsyT
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Solamar Marketing Agency Love the idea of turning conversations into relationships of trust…RT @MichaelPort How to Create a Book Yourself Solid Sales Cycle (plus audio) http://bit.ly/c7XsyT
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I love the idea of thinking of sales a more dynamic process. By creating various price points we can attract different levels of clients, building trust every step of the way.
I need to work on creating my sales cycle process. I’m getting a better understanding of who my type of clients are, so my sales cycle is improving. I think it comes back to trust. I’m gaining trust and still have a long way to go, so my clients know that my stuff will help them.
Great interview! Thanks for sharing.