How to Increase Profits with 5 Simple Steps

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Like it or not, selling is a critical aspect of everyday life – whether it’s selling a product or service, selling yourself as the best candidate for a job, or as the best choice as a Saturday night date.  Selling is part of everything we do, and it often gets a bad rap (think of all the used car salesman jokes).

Although the ultimate goal of selling is to sell your product or service, sales is about educating your clients/patients.  If you reframe selling as educating when you are interacting with clients/patients they will interpret your message as valuable information instead of a sales pitch.  Sales is about connecting with people, helping them to understand an idea, negotiating with them and finally closing the sale.  It’s a simple yet often intimidating process.  Here are five easy steps that will change how you view sales forever and will help you sell more effectively:

Step 1 – Prepare

We have all heard the quote “You never get a second chance to make a first impression.”  It is pivotal to prepare for your first impression to ensure you communicate who you are to your clients/patients from the very start. Just as a surgeon wouldn’t perform an operation without advance preparation, an effective salesperson won’t engage in selling without doing their homework.  Know the product/service you are planning to sell, know your competition, and know as much as possible about your prospective customer.

Step 2 — Listen

Listen to your customer; ask open-ended questions to engage conversation. Your clients/patients should be talking 80% of the time and you should be talking 20% of the time. Your goal is to understand what your customer’s needs are and what is important to him/her.  You are selling a solution to their problem not just a product or service.

Step 3 – Build a Relationship

People do business with people they like.  Successful selling is about building a relationship with your client/patient.  The best way to do this is to be relatable and use anecdotes that resonate with your client/patient Decisions are made at an emotional level; logic isn’t what drives the purchase decision.  People buy what you believe and you are selling yourself. People are motivated by their primal needs and a sense of acceptance is one of those needs.  Clients/patients want to purchase products and services that speak to them.  Build a relationship. Connecting with your customer on an emotional level increases the likelihood of a sale.

Step 4 – Educate 

Clients/patients like to know what they are buying.  Describe the features, ideas, and performance of the product/service you are selling to them; but if you want a successful sale, educate the client/patient on how the product/service benefits them.  Describing how your product/service meets their needs and helps them achieve their goals is the secret to a successful sale.

Step 5 – Partners, Not Adversaries

As a seller, your job is to help the client/patient meet his/her needs and achieve his/her goals.  That means you work with them, you are partners. You are on your their team, helping them get what they want.  If you focus on helping your client/patient achieve their goals, you will win at sales.

For additional tips on increasing the profitability of your practice contact Beautifully Profitable Forever Profitable book by Cheryl Whitman is available for purchase in both eBook format and hardcopy at

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