Getting people to say "yes"
It was an unusual meeting.
Yesterday I'm standing in an unopened restaurant in central Newcastle.
Talking to the proud owner, Toro, I am wondering how on earth a small restaurant that seats 90 could or would hire me.
It's not my market.
But the guy who introduced me to the place said it was worth me doing.
And I trust the guy, right?
Thing is, a few years ago I'd have walked out there having been shown around a fabulous new restaurant - but without a booking.
Because I'd talk myself in circles, not know what I'm supposed to say next and, well basically I'm no sales person.
Instead, I used a simple process that I've been refining to move the conversation along like the stages of a magic trick or the notes in a melody.
You see, everything needs a process.
Or else you don't know what's working, you don't know what comes next and you can't make progress.
I'm teaching my EPIC Sales System - which is the exact process I take people through when I speak with them about a gig (on the phone, in person etc).
For it to work for me it had to be 100% non salesy. No forced 'closing' in fact no 'closing' at all.
Because I'm no salesman.
If you think you'd find this useful, it's free to members of EPIC.
- Ken 'Process' Dyne
P.S. If you're not already a member of Entrepreneur Performers' Inner Circle (EPIC) here's where you join: