Selling Services

1 A – Accountability: breaking through your natural ceiling 2 B – Beliefs: making the first sale to yourself 3 C – Client centered: maximizing your vital few 4 D – Discipline: maximizing your strengths 5 E – End results: knowing what you want 6 F – Focus: finding your doughnut 7 G – Goals: aiming high to hit high targets 8 H – Habits: acquiring the tools for success 9 I – Ideas: a versatile clean four-letter word 10 J – Jargon: understanding market buzzwords 11 K – Knowledge: getting smart about selling 12 L – Listening: be all ears 13 M – Marketing: promoting and selling your offering 14 N – Niche: becoming someone special 15 O – Observational marketing: paying attention to your market 16 P – Prospecting: getting meetings with prospective clients 17 Q – Questions: the other side of listening 18 R – Referrals: leveraging existing relationships 19 S – Service: your process for turning prospects into clients 20 T – Time management: getting stuff done 21 U – Upgrading: staying sharp 22 V – Value selling: how to avoid competing on price 23 W – Win-Win: the ethical way to sell 24 X – X factor: developing your personal power 25 Y – You: packaging your X factor 26 Z – ZigZag: how to recover from setbacks