The Naked Truth About Selling
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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.
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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.
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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