I have been an entrepreneur for over thirteen years. I have read a plethora of business books looking to enhance my business acumen and help my business be more successful. I have read most of the "big ones".....business books that rank on the NYT best sellers list for months, if not years. But the end result is usually this: most of the time I am sorely disappointed because a.) I spent money b.) I spent time reading it and c.) I didn't end up any better off for the investment of the two.
This is not the case with this book. The Effortless Yes is a book has paid off in spades for my investment in time as well as cash.
First, it is an easy, playful read. Most business books are the equivalent of eating wet cardboard - boring, bland and not appetizing in the least. It takes skill to write about any business topic in a colloquial way that delivers impact without diluting content. Ms. Steelman walks you through the steps of selling, the psychology of buyers and how to appeal to each particular "type" of customer. Then she lays down 7 easy steps, including my personal favorite the "selling archetype". Once you learn your archetype you can use that to your advantage, or earn how you might be going wrong in the selling process.
My biggest takeaway is this. Like many people I was loathe to sell. To me, I equated it with "asking for money". There is a KEY difference between asking for money (which to me feels a little demeaning and desperate) and SELLING the services or products you know SERVE people.
I used to dread after delivering my pitch waiting for the "question".....the client would lay it on like tar and feathers "So, how much do your services cost?" and so would begin the unpleasant dance of discussing my fee and "asking for the sale". After reading this book I met with a new client, I reviewed his project, laid down why my company was the best choice for him and BEFORE he had to ask the question that is often equally uncomfortable for customers, "How much does it cost?", I poignantly said "Let me explain my fee structure....." and made my pitch. What anxiety relief..,,,and I closed the sale! Thanks Julie!