We're all in the selling business whether we like it or not. It doesn't matter be it you're a teacher or a bus driver, an employee or a store owner, an engineer or a judge.
Each day you are selling who you are; nothing happens until you're successful at doing that.
We all use up a great deal of our effort trying to persuade people to buy our product or service, accept our proposals or simply accept what we say.
Before you get better at influencing other people - you must get better at self-motivation and selling yourself.
Here are 7 common-sensical steps to selling yourself better:
1 – Trust in the product
Selling yourself is a lot like selling anything. You have to believe in what you're pitching. That means believing in "you." It's about a lot of affirmative self-talk and the right mindset.
The first thing people notice is your outlook. If you don’t have the proper attitude, then people will tune in to that and you would have already lost your chance.
It really all comes down to how you talk to yourself. The majority of people are more likely to talk to themselves in a negative way - this is what makes them unsuccessful.
It’s about the correct attitude - the quality of your thinking.
Successful folks have a constructive and optimistic way of seeing themselves and their work. They feel good about themselves and believe that everything they do will lead to their certain victory.
If you're in a sales job, whether as a store owner or a sales clerk, then you need to continually work on your attitude, your thoughts. You have to absolutely believe in yourself, no matter what happens.
Of course, you probably won’t close every sale, but that doesn’t mean you put yourself down or that you’re not successful. Here is where positive attitude comes in: you evaluate what happened, then you correct it, then you try again, all the time knowing without a doubt that you will prevail, whatever happens.
2 – Be attractive
Like any product we buy, how the product is packaged and presented will affect our decision to purchase.
Everything about you needs to look good, and you must dress aptly for the occasion. Don't think that just because your customer dresses casually, that you can dress the same way. Remember: you are the seller. If you were the customer, how would you like the product to be presented to you?
So be careful in your choices of apparel and accessories. Everything you wear will say something about who you are. Your aim is to appear “trustworthy.” People buy from trustworthy people.
3 – Be welcoming, warm and friendly
I’m a big fan of good customer service. And one thing I always look for is a warm and friendly smile. Don’t let that fool you, though. Don’t think that because you smiled, you passed the requirement. The smile that people respond to is a genuine smile, one that reaches the eyes and is obvious in the way the person acts. Please, no fake smiles. No need for a wide, toothy grin either. A welcoming smile that says “Hello, I’m glad to be of service!” will be enough.
And if you’re going to be in the habit of smiling, might as well ensure you visit your dentist regularly, you know what I mean.
4 – Be a name-caller
Use the customer’s name as soon as you get it, but don't over use it. It’s a bit grating if somebody peppers each sentence with your name, right? Also be wary of going straight to first name basis. Even if business is less stiff nowadays, you’d still want to check if they don’t mind. Finally, make sure they get your name, too. Hand out your card and ask for one in return, if applicable. Customers are flattered when their card is being asked for, it creates rapport.
5 – Be observant
When we meet new people, our defenses are almost always on alert. As a person selling yourself first and foremost, the objective is to get over that wall. Watch for expressions, body language, overt and subtle signs to check if the person is receptive to you. How does this person see you?
What does their body language tell you? Are they at ease with you or are they a bit guarded? Are they focusing on you or not? If they're not comfortable and not listening then make an effort to get them comfortable and focused by making small talk, get them to warm up to you. Being an authority on something always pays off in terms of conversation.
Once you get them talking, get in the groove with them. If your customer speaks slowly, then adjust your rate of speech accordingly, and vice versa. It’s just good communication, and it applies whether you’re face to face, or on the telephone.
6 – Be attentive and interested
Don’t you just dislike people who don’t even give you the courtesy of responding? Same goes for you. Say you’re listening, but you don’t give out indications that you are, how do you expect the other person to know that you are, in fact, listening? It’s just downright uncouth, don’t you agree? Nod your head, look the person square in the eyes, respond accordingly, smile, laugh, say “uh huh” or something, just make sure you let the other person know you’re listening.
Give your customer a reason to like you, because you are, after all, selling yourself first.
When the customer feels that you’re attentive to them, that you give them value and you realize their value, you’re effectively raising their self-image. People are self-conscious, always worried about their image. Attend to that, and you’re in business.
Just be wary that you’re not unduly flattering the customer, because you’ll just come off as a con man. Just be genuinely interested. The other person is also trying to sell himself. Reciprocity is key.
7 – Be a positive influence
Everybody has their ups and downs, but nothing shoots down a conversation faster than a negative comment. I’m not advocating to sugarcoat things or lie, but try to stay clear of negatives if you can talk about the positives. For example, it’s a rainy day. Instead of saying “I hate rainy days because I’ll get soaked,” you may say “I like how the rain cools down the city” or something to that effect. People respond to positives, and it has the bonus of attracting like-minded people to you.
Remember, before you can sell anything, you have to sell yourself first. It’s been said that buyers will only buy from people they trust, whether as a friend, or as an authority figure, or both. So as long as they’ve bought into YOU, in whatever capacity, then you have their business. Trust is a fickle commodity, however, so make sure once you obtain it, that you take care of it as well as you can. After all, your dentist’s fees can get really expensive.
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