Seth Godin brought up a great point in his blog this week about knowing whether your prospect is “hungry or guarded”.

Do YOU know who you’re selling to?

Join the first session of Biztruth Bootcamp to learn what your ideal client REALLY wants so you can communicate with them in a way that resonates with them.  Register for no charge at http://thebiztruth.com/btbcsession1.

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One of the biggest show stoppers to selling that I hear from entrepreneurs is lack of confidence so they experience stage fright.

So what do you do about that?

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One of my mentors, David Neagle speaks frequently about overcoming the terror barrier. You either back down from the barrier and end up a few steps behind…or you take a breath and bust through those bad boys to achieve bigger and better things in life.

I know from experience that sales poses a terror barrier for many entrepreneurs. It was for me… and I had a sales background! But it was very different when I started my first business and I was trying to sell myself.

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We’re a quarter of the way through 2011.
  • Did you meet your financial goals these first three months?
  • Are you at 25% of your goal for the year or do you have to make up some ground?
  • What investments will you make NOW to go “faster forward”?

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One of the biggest mistakes entrepreneurs make is going into a pitch about how wonderful their programs are without really taking the time to figure out if it’s even relevant to their prospect. And then you wonder why you’re not getting clients.

Today we cover a few pointers about what you need to know about communicating the value you bring to the lucky folks who work with you.

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There’s a saying that “luck is what happens when preparation meets opportunity”.

If that’s the case, what can you do to prepare so YOU can get lucky when opportunity knocks?

There are two primary steps to take.  I’ll cover the first one today and the second one next week.

Take the opportunity to let us know who your ideal client is by posting in the Comments section below!

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Through conversation, knowledge is shared.

When it comes to a sales conversation, what’s your modus operandi?

To engage in a two-way, back and forth, question and answer?

Or do you find that you’re more prone to just focus on directly sharing your knowledge and presenting your solution?

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Your prospects all have an imaginary fence built around them. A fence is a barrier…an obstacle. And whenever they’re faced with a decision, they’ll do one of three things (keep in mind you do this too).

Watch today’s video to learn what to do when they’re on the fence and set more of your prospects free (in a good way…not in a “runaway way”.)

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Does your heart skip a beat when asked, “If you could only eat one food for the rest of your life what would it be?”  I’ve never liked that question because I like options. And balance. And variety, darn it. The full meal deal, as it were.

Well, Carrie Wilkerson of Barefoot Executive fame, basically asked me the sales version of that question in this week’s video. And my heart sunk. It’s hard to narrow it down. But I did it anyway.

So if you had to know just one thing about sales, it’s this….

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If you find yourself talking too much in your sales conversations, I want you to STOP!  Really.

Stop and turn that statement into a question. Find a way for your prospect to say they want it (assuming they do) rather than you trying to convince them that they want it.  That’s far more powerful than running off at the mouth like a rabid dog. (You know you do it!)

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