The Naked Truth About Selling
()
About this ebook
When other’s trust you they want to continue to do business with you and buy from you whether you're selling a product, a service or a community initiative. The Naked Truth about Giving Great Speeches provides you with usable strategies to sell yourself and your ideas.
You will learn how to: Strip away self-sabotaging behavior, uncover compliments, reveal what you want, flesh out trust, shape your outcome, expose assumptions, listen with 'tan lines', flaunt meetings with finesse, strut a non-selling style, and much more....
Karen Cortell Reisman
Speak for Yourself’s communication coaching programs are customized to meet your specific needs, tailoring our sessions to your concerns. Whether coaching an individual or members of large corporations, we will work specifically on your content, your organization, and your delivery, of your material.I guarantee you will have more fun and greater confidence sharing your info, and your fabulous speech won’t be forgotten!Learn how to be engaged and engaging.
Related to The Naked Truth About Selling
Related ebooks
Sales Mastery Essentials Made Simple: Your Master Class on Selling with 7 Keys to Becoming a Sales Machine Rating: 0 out of 5 stars0 ratingsCEO Of My Soul: The Self-Love Journey of a Small Business Owner Rating: 0 out of 5 stars0 ratingsMade in the U.S.A.: The Sex Trafficking of America’s Children Rating: 5 out of 5 stars5/5One Perfect Day: A Mother and Son's Story of Adoption and Reunion Rating: 4 out of 5 stars4/5The Root of all Evil: Based on a true story Rating: 0 out of 5 stars0 ratings21 Lessons Learned in Sales Management Rating: 0 out of 5 stars0 ratings5 Minutes to Better Branding: Ask Mr. Marketing, #1 Rating: 0 out of 5 stars0 ratingsPinnacle View: Taking your Business to the Top Rating: 0 out of 5 stars0 ratingsExpectant Entrepreneur: How to Grow a Business and a Baby Rating: 0 out of 5 stars0 ratingsYOUR FIRST HOME IS SPECIAL: How to Eliminate Your Fears and Simplify the Buying Process Rating: 0 out of 5 stars0 ratingsWhen Generations Collide: Who They Are. Why They Clash. How to Solve the Generational Puzzle at Work Rating: 4 out of 5 stars4/5Do They Care?: The one question all brands should ask themselves, continually. Rating: 0 out of 5 stars0 ratingsThe Business of Belief Rating: 0 out of 5 stars0 ratingsMom AF Rating: 0 out of 5 stars0 ratingsA Poet's Legacy On a Razor's Edge Rating: 0 out of 5 stars0 ratingsDirect Sales: Be Better Than Good—Be Great! Rating: 0 out of 5 stars0 ratingsUnCage Yourself Rating: 0 out of 5 stars0 ratingsThe Neighbors Rating: 0 out of 5 stars0 ratingsMy Dream, Your Dream: An American Dream Come True Rating: 0 out of 5 stars0 ratingsA Letter to Jimmy Rating: 0 out of 5 stars0 ratingsFabulosity: What It Is & How to Get It Rating: 4 out of 5 stars4/5(un)selling: 14 (un)conventional principles to reduce sales anxiety and increase sales Rating: 0 out of 5 stars0 ratingsStillettos to Steel Toes: Stepping Into a Man's World Rating: 0 out of 5 stars0 ratingsI'm Up To Something: STEM Made Me Rating: 0 out of 5 stars0 ratingsHow to Craft Your Life's Blueprint Rating: 0 out of 5 stars0 ratingsBreaking in the News: Build Buzz for Your Brand Rating: 0 out of 5 stars0 ratingsTales from the American Workplace Rating: 0 out of 5 stars0 ratings24 Rules for Your Supernatural Sales Career!: Explode Any Sales Career with Common Sense Philosophies Rating: 0 out of 5 stars0 ratingsWerk Your Net: Bridging the Gap in Our Networks Rating: 0 out of 5 stars0 ratings
Sales & Selling For You
Body Language: How to Read Others, Detect Deceit, and Convey the Right Message Rating: 0 out of 5 stars0 ratingsThe New Model of Selling: Selling to an Unsellable Generation Rating: 5 out of 5 stars5/5Lie Detecting 101: A Comprehensive Course in Spotting Lies and Detecting Deceit Rating: 5 out of 5 stars5/5New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development Rating: 4 out of 5 stars4/5Ninja Selling: Subtle Skills. Big Results. Rating: 4 out of 5 stars4/5The Introvert’s Edge to Networking: Work the Room. Leverage Social Media. Develop Powerful Connections Rating: 0 out of 5 stars0 ratingsThe Qualified Sales Leader: Proven Lessons from a Five Time CRO Rating: 5 out of 5 stars5/5Summary of Timothy Ferriss' book: The 4-Hour Workweek: More time, more money, more life: Summary Rating: 5 out of 5 stars5/5The Mom Test: How to Talk to Customers & Learn if Your Business is a Good Idea When Everyone is Lying to You Rating: 5 out of 5 stars5/5Sales EQ: How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal Rating: 3 out of 5 stars3/5Objections: The Ultimate Guide for Mastering The Art and Science of Getting Past No Rating: 5 out of 5 stars5/5SPIN Selling Rating: 4 out of 5 stars4/5Summary of The Magic of Thinking Big by David J. Schwartz Rating: 4 out of 5 stars4/5Exactly What to Say: The Magic Words for Influence and Impact Rating: 4 out of 5 stars4/5Summary of You Are a Badass by Jen Sincero Rating: 5 out of 5 stars5/5People Buy You: The Real Secret to what Matters Most in Business Rating: 4 out of 5 stars4/5You Can Negotiate Anything: The Groundbreaking Original Guide to Negotiation Rating: 4 out of 5 stars4/5The Psychology of Selling: Increase Your Sales Faster and Easier Than You Ever Thought Possible Rating: 4 out of 5 stars4/5The Introvert's Edge: How the Quiet and Shy Can Outsell Anyone Rating: 4 out of 5 stars4/5Marketing Made Simple: A Step-by-Step StoryBrand Guide for Any Business Rating: 5 out of 5 stars5/5Building a StoryBrand: Clarify Your Message So Customers Will Listen Rating: 4 out of 5 stars4/5The Art of Closing the Sale: The Key to Making More Money Faster in the World of Professional Selling Rating: 5 out of 5 stars5/5Way of the Wolf: Straight Line Selling: Master the Art of Persuasion, Influence, and Success Rating: 4 out of 5 stars4/5The Best Story Wins: How to Leverage Hollywood Storytelling in Business & Beyond Rating: 5 out of 5 stars5/5
Reviews for The Naked Truth About Selling
0 ratings0 reviews
Book preview
The Naked Truth About Selling - Karen Cortell Reisman
THE NAKED TRUTH ABOUT SELLING
22 Vital Communication Skills
by
Karen Cortell Reisman, M.S.
Smashwords Edition
* * * * *
Published on Smashwords by:
Beach Press
Dallas, TX
The Naked Truth About Selling
22 Vital Communication Skills
Copyright 2007 by Karen Cortell Reisman, M.S.
Cover: Kimb Tiboni Manson, www.senjula.com
Cartoons: Frank Coyle, www.frankcoyle.org
Cover author photo: Marcus Irvin
All rights reserved. Without limiting the rights under copyright reserved above, no part of this publication may be reproduced, stored in or introduced into a retrieval system, or transmitted, in any form, or by any means (electronic, mechanical, photocopying, recording, or otherwise) without the prior written permission of Karen Cortell Reisman, M.S.
We can create special books, booklets, or book excerpts from The Naked Truth about Selling suited for your specific business needs. Also, we can create training programs based on the content of this book. For information, contact Speak For Yourself® at www.KarenCortellReisman.com, or email Karen@KarenCortellReisman.com.
If you find typographical or grammatical errors in this book, they’re here for a purpose. Some people actually enjoy looking for them, and we strive to please as many people as possible!
Smashwords Edition License Notes
This ebook is licensed for your personal use only. This ebook may not be re-sold or given away to other people. If you would like to share this book with another person, please purchase an additional copy for each person you share it with. If you are reading this book and did not purchase it, or it was not purchased for your use only, then you should return to Smashwords.com and purchase your own copy. Thank you for respecting the author’s work.
* * * * *
Dedication
To my husband, friend, and unflagging supporter, Jim Reisman.
* * * * *
Acknowledgements
This book series would not have become a reality without the gentle nudging and continuous support of my loving husband, Jim Reisman.
A huge thank you goes to Judy Coyle and Robin Sachs for providing careful and caring critiques of this book, along with laughter, encouragement, and staying power.
My business assistant for many years, Laurie Whitworth, continues to provide topnotch support and professionalism to all areas of Speak For Yourself®. Her careful eye has enhanced this book.
I extend my gratitude to Frank Coyle for your cartoon illustrations. You make me laugh.
Many thanks to Hector Cantú and Carlos Castellanos, authors of the nationally syndicated Baldo comic strip, for allowing me to use some of their fabulous Baldo comic strips to reiterate my message.
I thank my sister, Nina Cortell, for her daily phone calls filled with laughter, encouragement, and love; my children, Courtney Elaine Reisman and Brett Walter Reisman, for the joy you bring me; and, Laurie Blum for reminding me to be zen from time to time.
My extraordinary friends in the speaking industry, Mark Mayberry and Izzy Gesell, have helped to guide me with this book series endeavor, as well as with many areas of this business called speaking.
Many of my clients and their stories appear in this book. A collective thanks for allowing me to work with some of the best people in the world on communicating, leading, and connecting.
* * * * *
Table of Contents
Introduction
Section One: Attitude
1. Stripping Away Self-sabotaging Behavior
2. Peeling Off Your Mask
3. Modeling Rapport Building
4. Exposing Assumptions
5. Casting off Anxiety
6. Disrobing Conflict
7. Discarding Predictability
Section Two: Game Plan
8. Removing Distractions
9. Listening with Tan Lines
10. Sculpting Your Humor
11. Shedding Your Poker Face
12. Shaping Your Outcome
13. Abandoning Rambling
14. Laying Bare Your Listener’s Expectations
Section Three: Action
15. Uncovering Compliments
16. Revealing What You Want
17. Fleshing Out Trust
18. Divulging Your Negotiation Strengths
19. Showing Off Your Technology Etiquette
20. Flaunting Meetings with Finesse
21. Strutting a Non-selling Style
22. Unveiling Customer Service
Notes
Speak For Yourself® Learning Tools
* * * * *
Introduction
It’s not about the cookies.
At the office of one of my clients, two girls had the opportunity to sell the famous Girl Scout cookies. One posted an order form by the coffee machine in the break room hoping people would read the form, sign it, and buy the cookies. The other girl, dressed in her Scout uniform, went office-to-office and spoke individually to all the employees.
The passive seller sold four boxes of cookies. The active seller sold 250 boxes.
It’s not about the cookies. It’s about the process. And it’s all about creating trust.
When others trust you, they want to continue to do business with you and buy from you – whether you’re selling a product, a service, or a community initiative.
This book, like its companion publication, The Naked Truth About Giving Great Speeches, will not expose you to a tome of facts and theories. Rather, you will try on new ways to establish trust and build vital relationships.
In this book, I’ve given you easy-to-use strategies that are guaranteed to help you boost your profitability.
I have divided these 22 tips into three sections that represent three main ways to create trust and sell your product or service. The first is Attitude – changing the way you mentally approach selling. The second is Game Plan – the steps you take to prepare for your interactions with clients. The third section is Action – what you do during your meeting that makes your prospect or client want to work with you.
As founder of Speak for Yourself®, I teach people how to communicate, sell, and thrive. I’ve worked in a variety of industries. Across North America and Europe, my audiences have increased sales, enhanced productivity, and become better leaders.
Over the years my audiences have listened, laughed, and learned. They also told me to write it down. Here it is.
* * * * *
SECTION ONE:
ATTITUDE
* * * * *
1
Stripping Away Self-sabotaging Behavior
In a magazine cartoon from The New Yorker, four people waited for their luggage at an airport baggage claim area. Over a caption that read, Here’s the baggage you’ll never lose,
they grabbed their respective suitcases with these labels attached: Never forgave my mother for discontinuing ballet classes in second grade
, Hate my child for being just like me
, Jealous of my brother for being more successful
, and I grew up poor so I can never feel financially secure
. Each