It’s likely you’ve heard the verse, “Ask and you shall receive.”

Wouldn’t it be great if the same thing applied in selling your services?

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Do you ever get that uneasy feeling that your prospect is trying to get away from you?

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You see that one of your favorite clients is on your schedule for an appointment tomorrow morning. You’re excited because he’s the one who always…

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If you find yourself resistant to initiating sales activity. Or feel uncomfortable talking about your fees. Or find yourself trying to convince your prospect why they should hire you. Or back down from closing the business. Or are dealing with high-maintenance clients.

I want you to listen up…

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As an entrepreneur, you know that it’s not always a cakewalk to run a successful business. There are a lot of moving parts.

Because I talk to dozens of entrepreneurs every week, I hear my fair share of stories about their growing pains. Heck, I have ‘em myself!

And here’s the deal, since I’ve dealt with thousands of entrepreneurs during my past 10 years in business, I’ve developed an uncanny knack for being able to predict who will still be in business a year or two from now… and who won’t.

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I don’t know how to use chopsticks. It’s not for a lack of effort, but after years of trying to learn, it’s still not pretty.

Sales conversations can be the same way…

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One of the many things that makes Disney great is their commitment to underpromise and overdeliver.

So what’s “unDisney” and what does it have to do with sales?

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Remember the Wendy’s commercials that ran in the mid- 80s with the three old ladies… and one asking “Where’s the beef?”

Besides being entertaining, here’s the brilliance of those commercials that you can apply to your sales conversations.

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When you’re speaking with a potential client, it’s not about what your prospect needs.  It’s about what she wants.

Here’s why…

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What do you do when you’re having a sales conversation with a prospect who:

  1. you know isn’t your ideal client
  2. you know you’re not the right solution to help solve their problem

The answer is quite simple, but not always easy.

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