As an entertainer, I must be my own salesperson. Most salespeople who are "people persons" are good at selling whatever they have to offer. If you are not a "people person" then you need to learn real quickly how to become one.
Getting sales is easy and fun when you are the one in control and closing the deal. It can be frustrating though, when you're trying to get the sale but are unsure how.
Take some stress off of your shoulders by focusing on motivating your potential clients. Place the responsibility back to your potential client to solve their own situation and the pressure to land the sale will be obsolete. When you're talking with your potential client, imagine your prospect with the letters "WIFM" stamped across their forehead. Imagine that with everything you say, your client is asking, "What's In it For Me?"
As a general rule, people care about how they can benefit from any situation. Whether that be a way to gain an edge over competition, solve a problem with company labor cost, or make their business a better place overall. Consider your presentation and how it can benefit your prospect instead of trying to sell them features of yourself.
(This is an excerpt from my book titled "Get Paid To Perform" and can be found here for purchase:
http://www.cainillusions.com/Products.html
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