From: http://www.bizjournals.com/boston/news/

All business owners struggle with how to get more sales without feeling sales-y — preferably by inspiring the ‘yes’ rather than awkwardly dodging and converting the “no.”

Here are three ways to make sales a lot more profitable and far less awkward.

1. Sell where you are most comfortable

In other words, don’t force yourself to schedule every sales conversation in person if the prospect is going to see your sweaty arm pits from across the table. Likewise, if you hate selling by phone, don’t do it.

Consider how and where you’re best able to sell effectively and funnel all sales conversations into that medium.

This flies in the face of conventional (and leading) sales wisdom. I’ve been told by very reputable sales leaders to sell via phone and, as often as possible, via face-to-face conversations and live webinars.

I can’t deny that the research backs these suggestions. But that research doesn’t factor in my own strengths, preferences and opportunities — something every business owner must do if they want to dread sales less and make more money within their market.

My core strength is in the written word, so I rely on this skill to sell — very effectively — via email or direct mail. I encourage women in business to do the same: to sell where and how they are most comfortable, research be damned. When you are dreading the sales conversation, often due to a well-intentioned effort to conform to a prescribed (but not fully customized) selling strategy, you’ll sell less and dread more.

2. Think of the “ask” as a generous invite

You’re not pressuring, pleading or pushing the prospect. You’re simply inviting them to work with you in one capacity or another.

Never lose sight of the benefit you offer your market. Really define — in your own mind — the problem you solve, the benefit you offer and why they should choose to work with you over any other option they may have available to them.