Be sure to read part 1 of this step: How Nothing Connects You To Your Prospect

• Emptying yourself is an internal process, and it's best to do it before the conversation. One way to do it is to take a sheet of paper and list all of the thoughts, beliefs, and "voices" you hear about the conversation or the other person. "Why would a big company want to hire a pipsqueak consultant like me?" "She doesn't like me." "I charge too much." List all of these down, and take time noticing how they make you feel. Make space for the emotions. And then bring in the Remembrance or other heart-centering practice, and turn all of these beliefs over to the Divine.  
• Take some time to connect your heart to the Divine. Let yourself feel your neediness for the sale, your neediness for approval, your neediness for love, and bring it all to your heart. These are legitimate needs. The problem is, your prospect won't be able to fulfill them. Instead, let your heart fulfill them directly through your spiritual connection.  
• Bow in service. And I mean literally bow. Something incredible happens when you literally incline your head and your body forward. If you really are here to help, then take a moment before you meet with them or call them, and let yourself bow to this person you want to serve. Dedicate yourself to only helping them, only caring about what's best for them. You will need to be humble here, because the best thing for them might be to let the sale go. And, the best thing for them might be for them to buy your most expensive, most premium product or service, because that's what they really need. It takes humility to do either.

Read all three steps to a successful sales conversation: Step One:    Making the Connection and Keys To Connection Step Two:   Asking and Answering Questions and Keys To Questions Step Three: Discovering the Agreement and Keys To Finding an Agreement.

Copyright 2005: Mark Silver, Heart of Business™ Helping People in Small Business Make Both A Healthy Profit and A Real Difference.How do we do that? Free workbook available online: http://www.heartofbusiness.com mark@heartofbusiness.com 4074 NE 7th Avenue, Portland, OR 97212(503) 282-3037

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