What are the traits of a good salesperson? Grab a pen and some paper, and write down a list of all the desirable mental and physical attributes a top-notch seller has. Now, take that list; crumple it into a ball, and throw it in the bin. In my experience, the No. 1 trait you need to think like a salesperson is to be yourself. Dont try to be somebody you are not or somebody you would like to be. I believe in this idea so much that I named my company after the concept BYS Coaching stands for Be YourSelf Coaching.

If you want to sell your services, grow your business and enjoy the adventure, you need to be yourself. Show the world who you are. Dont try to imitate what you think a good salesperson looks like and says. Failing to talk the way you talk, act the way you act and look the way you look will not serve you well. In the long run, you'll likely lose clients. Here's how to get clients authentically.

Dont compare yourself to others. It's easy to allow insecurities to fill your mind. You may not have the same services, expertise, personality or experience as other consultants or coaches, but that is a good thing! Be yourself, and play to your strengths. I was born and brought up in Scotland and therefore have a strong Scottish accent. I feared clients in London and other countries would not take me seriously, as I did not have a "posh" southern English accent. So, I practiced talking with an English accent and even considered taking elocution lessons. I must say it turned out horribly. In my naive attempts to be more like them, clients thought that I was making fun of their accent.

Be confident in your abilities. A lot of coaches and consultants forget they are service professionals and, therefore, they work in the service industry. In this industry, it is difficult to be a successful coach or consultant if you are not confident. Clients can smell nervousness a mile away. Being a little shy and a little nervous might be endearing if you are a child, or even perhaps if you are on a first date. However, it has no place in the world of consulting or coaching. It is a high-trust profession. Your clients need your guidance and look to you for the answers. Be the steady, confident expert providing the support they need.

Think positively. Visualize what you want, and work hard to get it. Positive thinking will not make you a superhero or someone who can do anything. However, it will serve you better than negative thinking would. Your outlook on life, clients and family everything, in fact is controlled by what goes on in your mind. In his book, Secrets of Closing the Sale, Zig Ziglar writes, Your business is never really good or bad out there, your business is either good or bad right between your ears. Perception is key.

Remember that you are there to sell. When I was first sent out to sell consulting services, I wouldnt know what to say. I would jabber so there were no awkward gaps and continue to speak throughout the meeting. The sales meetings would invariably wind down early and drift off without me making a concerted effort to win some work. Both the client and I would go our separate ways after the meeting, thinking that it was nice to catch up with each other, but ultimately, it was a waste of each others time.To get the business, you need to ask for it. There is, however, no point in asking for the work if you have the wrong attitude toward the client. Be honest, and before each meeting, ask yourself, "How do I view the client?" Are they somebody you can overcharge, make money from and quickly disappear, or are they someone with a set of challenges and ambitions that you can genuinely help? Is your priority to make the sale and be the primary beneficiary, or is it to make the client the main recipient of the benefits?

Salespeople who focus on themselves tend to have short careers. Those who focus on helping the customer tend to get repeat business, a strong reputation and longevity. You are a service professional in the service industry, and your profession is to serve others and not yourself.

If you make this clear, the client will likely regard you as a person who is genuinely driven to help them while promoting their service. Adopting a balanced approach encourages the client to open up and talk more freely. This, in turn, can lead to a mutually beneficial relationship, founded on authenticity.

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The Secret To Selling Consulting And Coaching Services - Forbes