Book Yourself Solid, 3rd Edition

CHAPTER 10Super Simple Selling

Art is making something out of nothing, and selling it.

—Frank Zappa

As a service provider you may not want to think of yourself as a salesperson. You're in the business of helping others, and the sales process may feel contradictory to your core purpose. If you're uncomfortable with the sales process, it's likely that you view it as unethical, manipulative, or dishonest. Looking at it that way, who wouldn't be uncomfortable?

Many service professionals also feel uncomfortable charging for services that either come easily to them or that they love doing. There is often a sense that if it comes easily and is enjoyable, there's something wrong with charging others for doing it.

Add the fact that service professionals sell themselves as much as they sell a product, and the whole idea becomes even more uncomfortable. It may feel like you're bragging and being shamelessly immodest.

Becoming comfortable with the sales process requires that you let go of any limiting beliefs you may have about being worthy of the money you're earning. In fact, developing the right comfort level might also require a shift in your perspective on the sales process itself.

Letting Go of Limiting Beliefs

Most people who are successful get paid to do what they do well. You don't usually become successful doing something that you find difficult. You become successful when you exploit your natural talents. Imagine Tom Hanks saying he shouldn't get paid to do movies because ...