Selling You

There is a significant difference between buying something and being “sold.”  Your customers want to have confidence in not just the product or service, but the person representing it.  For this reason, it is important to sell yourself effectively and open doors for new opportunities.

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·         Be Yourself.  As obvious as this may seem, it’s a pitfall of many people in the sales industry.  Don’t try to do and say what you think the customer wants to see and hear; people are turned off by lack of sincerity.  Identify your strengths and highlight them in your customer interactions.  This will also make a relationship you build easier to maintain.

·         Make a great impression.  The average consumer is bombarded by advertisements in their various forms all day long.  What can you bring to the table that will impress your customers?  Plan ahead what your objective is for that specific situation.  This way you won’t have to rely on a generic sales pitch that may not relate to the circumstance or may not have any relevance for the person to whom you are selling.

·         Demonstrate good character.  “Our character is what we do when we think no one is looking.”  With this quotation in mind, conduct your business with integrity.  If you promise something to a customer, make sure you can deliver.  This also applies to the way you interact with customers; express a positive demeanor, practice good manners and common courtesies, and follow through on your end of the relationship.

·         Listen.  Just as most people don’t want to be “sold,” they also don’t want to be talked at.  Effective communication involves a great deal of give and take.  You may have the perfect dialogue planned, but the conversation takes an unexpected turn.  Listen to the customer’s concerns, questions, and information to be able to respond appropriately.  It will be clear to the person that you are truly listening, which is will be greatly appreciated.

·         Dress and speak appropriately.  This may vary greatly depending on your industry, but your personal appearance and conversational skills speak volumes to others about how you conduct business and the kind of person you are.  Make sure that these things are positive reflections of yourself that will contribute to and benefit your business.

·         Educate and provide solutions.  Customers may not even realize they have a need for your product or service, so demonstrate your expertise by educating them not just about your specific product, but about products like it in general.  From there, you will able to highlight why your product would best suit the customers’ needs.  Additionally, you should be able to accurately answer any questions the customer has about your product, your business, or you.  By focusing on the customer, you are essentially selling yourself as a person who can enrich his or her life in some way.

Selling yourself is about showing who you truly are and conducting yourself with a good balance of confidence and humility.

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