Selling your cleaning services can be an uncomfortable experience, especially if you are new to the business. Which makes it easy to forget that you need to make your prospect feel comfortable as well. People always find it easier to buy from people they like and are comfortable with.

So ask yourself, what kind of people do you like best and are most comfortable with? I think the general answer most people would come up with to this question is: You are most comfortable with people who are pleasant and who are interested in you.

Some people understand this instinctively and are pretty much always popular and an awfully good bet to be successful their whole lives. I don't know about you but I hate them.

The rest of us spend 99% of our time thinking about ourselves and being disappointed when those around us don't pay us the kind of attention we know we deserve.

Luckily for us normal people there is a very effective routine we can use to be pleasant to our prospects and make them comfortable when we sit down with them to close the sale.

1. Use good eye contact
2. Smile
3. Ask questions. *
4. Encourage participation in your sales process. **
5. Listen.
6. Give feedback.
7. Focus on your customers. ***
8. Show empathy to their needs and concerns. ****

* People actually hear questions better than they hear statements because questions require a response. When you do all the talking they start daydreaming about winning the lottery.

** See the previous note.

*** It is a sad fact but true. Practically no one will see you for the super-special, ultra-unique person you are. They will expect you to pay attention to them as if they were the ones who were special and unique, not you. Go figure.

**** The secret of success is sincerity. Once you can fake that you've got it made.
~ Jean Giraudoux