This is a tough principle to swallow for most hard-core business and salespeople. However, what if you recognized this is the path to attracting your preferred prospects and clients – would you then give it some consideration?

Have you ever dealt with someone who was less than an ideal customer? The interaction is far from pleasant. Many associates and I have on occasion fired such clients. Life is far too short to deal with unkind people.

A better approach is to key in on the fact whether the other person is believable and on your terms likeable. If either answer is no, move on, it’s not worth the money. Even if a large sale is at stake, the stress will have you paying it’s toll in a much larger way.

The same principle applies to job seekers and people developing their careers. The interviewing process is grueling so it is best to define what you want most upfront. My advice is to have 3 lists before you interview:

1. Most Desired

2. Do Not Want

3. Negotiable.

The last thing you want is to have to continually look for a new job. You want to be in a company where you fit in and look forward to going to work.

My first mantra in sales was to continuously build relationships with everyone you meet and over deliver on expectations. My mantra now includes helping others first and help will be reciprocated. The process grew into joining an international online collaboration where we taught one another the ins and outs of social media and worked to promote the other.

So how does this play out in the real world? I translated the first phase into my first book, “Nice Girls DO Get the Sale: Relationship Building That Gets Results”, Sourcebooks. It is now an international best seller. I believe the key ingredient for its success is I put everything I knew about sales up until that point in time into the book. Everyone says they derived much value from it plus they describe the book as a fun read.

From the beginning of my business, community service was a part of the plan – helping job seekers understand how to sell themselves on interviews to land their desired job. The notes of gratitude that poured in led me to write “HIRED! How to Use Sales Techniques to Sell Yourself On Interviews“, Career Press. Today is launch day and traffic is heavy. An equally gratifying piece of today is that my international collaborative community is helping me promote the book on social media.

I’ve come a long way baby from the corporate sales environment having just pursued sales for sales and monetary sake!
When you take the heart based approach you will attract a larger clientele and become the leader in your field. Your marketing-communication message is you care which will produce repeat business, referrals and testimonials making you the expert. This is business development and revenue growth at their best!

The intuitive and heart based approach to business will lead you to a continual Smooth Sale!

Author's Bio: 

Elinor Stutz, CEO of Smooth Sale, LLC and International, Author, Speaker and Trainer. She believes building relationships before the sale and continuing long after is the only way to sell and build a dynamic business. Elinor’s book, “Nice Girls DO Get The Sale: Relationship Building That Gets Results,” in an International Best Seller. Her new book, HIRED! How to Use Sales Techniques to Sell Yourself on Interviews, Career Press, based upon her own experience and years of community service proved profitable before it went into print.