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Small Business Selling with Integrity

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Selling actually has different meanings for different people. A salesperson who loves his or her job may love the term selling. It might feel exciting and wonderful. Another person may feel that it is the worst activity in the world. Why is there such a wide range of feelings? Let’s look at that.

You are probably a small business person if you are reading this book. While the examples used here are for hypnotherapists, you can use it for any holistic practitioner work. Much of it will even work for most small businesses.

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Product Description

Selling actually has different meanings for different people. A salesperson who loves his or her job may love the term selling. It might feel exciting and wonderful. Another person may feel that it is the worst activity in the world. Why is there such a wide range of feelings? Let’s look at that.

You are probably a small business person if you are reading this book. While the examples used here are for hypnotherapists, you can use it for any holistic practitioner work. Much of it will even work for most small businesses.

Table of Contents

I.    WHAT IS SELLING REALLY?    3
A.    WHY DOES SELLING HAVE A BAD CONNOTATION?    3
B.    SELLING WITH INTEGRITY    3
C.    WHY YOU SHOULD SELL AND IT’S NOT WHAT YOU THINK    4
D.    RELATIONSHIP SELLING    4
E.    WHY DO PEOPLE BUY?    6
F.    WHAT ARE YOU SELLING?    7
II.    SALES FUNNEL BASICS    7
A.    WHAT IS A SALES FUNNEL?    7
B.    MARKETING TO SALES FUNNEL    8
C.    TRADITIONAL SALES FUNNEL BY THE NUMBERS    8
D.    INTEGRITY SALES FUNNEL    9
E.    WEB BASED SALES FUNNEL    9
F.    FULL CYCLE SALES FUNNEL    10
G.    WHAT IS THE BUYER’S PROCESS?    11
H.    WHAT IS THE SELLER’S PROCESS?    11
III.    PRICING YOUR PRODUCTS AND SERVICES    12
A.    PRODUCTS AND SERVICES IN A SAMPLE PRODUCT FUNNEL    12
B.    SELLING VALUE VS PRICE    12
1.    How to Handle Someone Asking the Price?    12
2.    What is the Value You Bring Someone?    12
3.    Stories Sell    13
4.    Presentation Determines Price    13
C.    HOW TO PRICE PRODUCTS AND SERVICES TO OVERCOME COST OBJECTIONS    13
1.    Shift your marketing to engage your customer’s emotions first    13
2.    Help your potential client see the true value of your products and services    14
3.    Be sure to offer attractive choices so your prospect will feel in control    14
4.    Appreciate your existing clients!    14
5.    Evaluate your pricing regularly    14
D.    TIPS TO HELP HYPNOTHERAPISTS PRICE SERVICES APPROPRIATELY    15
IV.    USING GIVEAWAYS TO HELP SELL YOUR SERVICES AND PRODUCTS    16
A.    WHY GIVE SOMETHING AWAY?    16
B.    WHAT CAN YOU GIVE AWAY?    17
V.    PHONE CALLS WITH PROSPECTS    17
A.    HOW TO CONVERT PROSPECTS ON PHONE INTO CLIENTS    17
B.    SUMMARY STEPS FOR TALKING TO PROSPECT BY PHONE    18
C.    HOW TO DO A FREE CONSULTATION CALL    19
1.    Section 1 – Create Rapport/Trust/Credentials    19
2.    Section 2 – Find out their Problem and their Pain    19
3.    Section 3 – Finding a Solution Agreement    20
4.    Section 4 – Another Problem and then Find Solution Agreement    20
5.    Section 5 – Gain Prospect’s Agreement to Move Forward with Solution    20
6.    Section 6 – Get Signup/Appointment    21
7.    Misc    21
VI.    SELLING WITH A FREE TELESEMINAR    21
A.    BULLET POINTS IN YOUR MARKETING    22
B.    SAMPLE INSTRUCTIONS DURING THE TELESEMINAR    22
C.    HOW TO SELL WITH INTEGRITY    22
VII.    WEBSITE ARTICLES AND BLOG POSTS FOR VISITORS    23
A.    HOW TO CONVERT WEBSITE VISITORS INTO CLIENTS    23
B.    WAYS TO CONVERT YOUR WEBSITE VISITORS INTO CLIENTS    24
C.    EFFECTIVE WAYS IN CONVERTING SALES PROSPECTS INTO CLIENTS    25
D.    EFFECTIVE WAYS TO CONVERT YOUR WEBSITE VISITORS INTO CUSTOMERS    26
VIII.    EMAIL MARKETING    27
A.    HOW TO CONVERT EMAIL READERS INTO CLIENTS    27
B.    EMAIL SALES CAMPAIGN    28
IX.    GIVE AWAY EBOOKS, AUDIOS AND VIDEOS    29
X.    HOW TO SELL ONLINE WITH SALES PAGES    30
A.    ABOUT SQUEEZE, SALES, REGISTRATION AND DOWNLOAD PAGES    30
B.    SALES PAGE AKA SALES LETTER    30
XI.    CATCH THEIR INTEREST WITH AWESOME WORDS    36
A.    CREATING GREAT TITLES FOR ARTICLES, BLOG POSTS, EMAILS    36
B.    DYNAMIC WORDS FOR TITLES    38
1.    Action Words    38
2.    Smart Words    39
3.    Power Words    40
C.    GREAT HEADLINES AND TITLES    41
1.    Key Elements    41
2.    Headline and Title Examples    41
3.    Email Subject Line Examples    43
D.    USING WORDS FOR A PERSON’S TYPE    45
XII.    GET OUT OF THE WAY FOR MUTUAL SUCCESS    46
XIII.    WHAT ARE THE NEXT STEPS?    49

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