Coping with rejection First, think of it as an objection, not a rejection. It’s not that final yet. And let’s embrace and welcome objections. Points of disagreement help us to know that the buyer is at least interested. An objection at this stage means: We have not...
It’s the way you tell ‘em What do we have to do in order to persuade someone to buy? We have to communicate. We have to influence another person's thinking and attitudes in such a way as to convince them of the desirability of a course of action that had previously...
Sticking to the script It’s time for you to do some work. Think of a client you want to sell to (or you want to work for). Run through what might motivate them and how you might stress that what you provide or the way you provide it will meet their need. Write...
The Hierarchy of Needs Your potential buyer is an individual human being. Buyers bring with them their own motivations but they also have motivations inspired by their business. The business, as a corporate entity, will have its needs and these are not necessarily...
What motivates your client? In order to sell you have to think the way your client is thinking. When customers buy a product or a service they are buying what the product or service will do for them - not what it is. When you buy a car you could well be buying a...
Why we must learn to sell Selling – it’s almost a dirty word to us creative types. We tend to be artistic, have flair, create masterpieces. Our work should sell and our talents should be recognised just because. We’re good. We know we’re good. The world just needs to...
Using the law In theory, the law is on your side. In reality, the law sees you and the giant corporation you are freelancing for as two equal bodies. It does not recognise that the bigger organisation has more power and influence, can hire expensive lawyers and can...
What to do when you don’t get paid on time It happens to all of us. In fact, I bet we’ve all forgotten to pay someone for something, sometime, and needed a reminder. So always start out on the basis that it is an oversight – a mistake. Be firm but be polite and...
