text: A few weeks ago, I found out that I was nominated for the ‘Most Courageous Award’ presented by the United States Basketball Writer’s Association (USBWA). I thought that this blog post may help get my feelings out to all of you.
  First off, it has been an incredibly fun few years playing basketball. The coolest part of it has been meeting, and building relationships with all of you. There were times when I didn’t always believe in myself, yet you guys never gave up on me. All of your texts, comments, e-mails, and phone calls encouraged me to always keep going. I will forever be in debt for the love and support that I have received over the past few years. The game of basketball has changed my life. But that’s the punchline.. it’s a just a game.
  I’ve always believed that we are supposed to use our talents to impact others. My purpose on this earth isn’t to play basketball, but if I can use basketball as a platform to impact others, sign me up. And that’s exactly what I did. My battle with PTSD has had a major impact on a lot of people. I’ve received hundreds of e-mails, and have traveled to a countless number of schools/conferences telling my story. It has opened up my eyes to the prevalence of mental illness. Here’s what I know: You are loved, you’re important, and you have a purpose. I understand that life can be hard. I understand that it gets lonely. But I also know that you’re worth it. You’re worth getting help. You’re worth seeking a counselor for. My plea to all of you is that if you know you need help, please get it. Call a friend. Text your family. But please, please don’t hold it in. There are people who love you, care about you, and want to help you get through this. The stigma with mental illness is very real. It has power. My promise to all of you is that I will do my very best for the rest of my life to erase this stigma.. To make it easier for all of us to admit that we have something wrong with our brain. You are not alone.
  So, my thoughts on the award: I’m honored. I’m thrilled. But the impact that I have on others will forever trump any award that I win. If you’d like to read the official article, here it is. (<click it)
  If customers come to you, such as in a shop or restaurant, prepare by making sure you are open on time, and ready for every customer that crosses your threshold.
  Take with you your samples, designs, photographs or a short laptop presentation. If it's paperwork, take enough copies. And, of course, your business cards and leaflets.
  Suit your approach to your selling situation. If the customer is coming to you don't rush in with a hard sell, let them know you are there to help, but give them time to browse. When they start to show an interest in a product, then make your approach.
  If you're visiting a client at their house, take note of their entrance. Ring the bell and take a step back, so you don't appear threatening. Check you're speaking to the right person and introduce yourself. Smile and shake hands. Acknowledge any other member of the household, and don't forget any children or pets.
  Be prepared to make the opening remarks. Then you need to get your client talking, so you can find out what they really want. Ask open questions to glean information, these begin with who, what, when, where, why and how. They can't be answered yes or no. Ask something like ‘What had you in mind?' or ‘Who will be involved?' Only ask closed questions to establish facts.
  Keep asking questions until you know what part of your service or product will meet your client's needs.
  Every feature has a benefit, and it's these benefits that will get you the sale - it's letting the customer know 'what's in it for them'. For example, if your service or product isn't high maintenance, sell them the benefit of freeing up their valuable time.
  Selling up is persuading your client that the more expensive option would best meet their needs, such as the more expensive shrubs will give better coverage, and therefore privacy.
  Your customer or client may have genuine reservations. Listen to what they say, watch their body language and answer them patiently.
  They may have misunderstood or misinterpreted what you've said. In this case get to the bottom of their misunderstanding and explain the features again.
  Your client may doubt you can do what you say, in which case you must prove you can do it. State definite delivery dates you know you can keep, give testimonials of something you've done for someone else. Prove it.
  The most common objection is the cost. In a shop the price is fixed, so not much room for manoeuvre. But it's your business, so you could offer a little something extra. For a service, be prepared to negotiate a price, but don't go below what you know you can manage. You could unbundled the package and agree a lower price for part of it, or perhaps suggest stage payments. If this is your first transaction with this client, you could go a little lower than you expected - but make sure they know you'll have to charge more next time.
  At some point your client or customer will indicate they're prepared to buy. It might be a verbal indication or a physical one. Standing up usually indicates the end of a meeting, but leaning forward and feet pointing towards the door are also signs.
  At this point stop selling. Many a sale has been lost because the seller introduces new features, which only confuse the client. Summarise what's been agreed, confirm the next step, thank your client or customer, shake hands, say goodbye and leave.
  More importantly remember to relax - be comfortable with your client. If they don't buy there and then - don't worry about it. Every no is one step closer to a yes.
  I know this might seem like teaching people to suck eggs - but sometimes we all need a little reminder...Happy Selling!