Every day of your life you are selling yourself,
nothing happens until you’re successful at doing that.
We’re
all in the selling business whether we like it or not. It doesn’t matter
whether you’re a lawyer or an accountant, a manager or a politician, an engineer,
or a doctor.
We
all spend a great deal of our time trying to persuade people to buy our product
or service, accept our proposals or merely accept what we say.
Before
you get better at persuading or influencing other people – you need to get
better at self-motivation and selling yourself.
Learn- Goal
Setting, Time Management, Self-Confidence, Organization, and Sales Success for
personal and or business from the leading authority in the industry Brian
Tracy: Click Here
Here are 10 simple
steps to self-motivation:
#1
– You must believe in the product
Selling
yourself is pretty much like selling anything. Firstly, you need to believe in
what you’re selling. That means believing in “you.” It’s about lots of positive
self-talk and the right attitude.
The
first thing people notice about you is your attitude. If you’re like most
people then you’ll suffer from lack of confidence from time to time.
It
really all comes down to how you talk to yourself. The majority of people are
more likely to talk to themselves negatively than positively – this is what
holds them back in life.
It
isn’t just about a positive attitude; it’s about the right attitude – the
quality of your thinking.
Successful
people have a constructive and optimistic way of looking at themselves and
their work. They have an attitude of calm, confident, positive
self-expectation. They feel good about themselves and believe that everything
they do will lead to their inevitable success.
If
you’re in a sales job or a business owner or a manager, then you need to
continually work on your attitude. You need to listen to that little voice
inside your head. Is it saying you’re on top, going for it and confident, or is
it holding you back?
If
you’re hearing – “I can’t do this or that” or “They won’t want to buy at the
moment” or “We’re too expensive” then you’d better change your self-talk or
change your job.
Start
to believe in yourself and don’t let things that are out with your control
effect your attitude.
Avoid
criticizing, condemning and complaining and start spreading a little happiness.
Remember
the saying of Henry Ford, founder of the Ford Motor Company – “If you believe
you can do a thing, or if you believe you can’t, in either case you’re probably
right.”
#2
– The packaging must grab attention
Like
any other product we buy, the way the product is packaged and presented will
influence the customer’s decision to buy.
Everything
about you needs to look good and you must dress appropriately for the occasion.
And don’t think that just because your customer dresses casually, that they
expect you to dress the same way.
The
style and colour of the clothes you wear, your spectacles, shoes, briefcase,
watch, the pen you use, all make a statement about you.
#3
– Smile
No
need to get carried away, you don’t need a big cheesy grin, just a pleasant
open face that doesn’t frighten people away.
#4
– Use names
Use
the customer’s name as soon as you can but don’t overdo it. Business is less
formal nowadays however be careful of using first names initially. Make sure
your customer knows yours and remembers it. You can do the old repeat trick - “My
name is Bond, James Bond” or “My name is James, James Bond”
#5
– Watch the other person
What
does their body language tell you? Are they comfortable with you or are they a
bit nervous? Are they listening to you or are their eyes darting around the room?
If they’re not comfortable and not listening, then there’s no point telling
them something important about your business.
Far
better to make some small talk and more importantly -get then to talk about
themselves.
It’s
best to go on the assumption that in the first few minutes of meeting someone
new, they won’t take in much of what you say. They’re too busy analyzing all
the visual data they’re taking in.
#6
– Listen and look like you’re listening.
Many
people, particularly men, listen but don’t show that they’re listening. The
other person can only go on what they see, not what’s going on inside your
head. If they see a blank expression then they’ll assume you’re “out to lunch.”
The
trick is to do all the active listening things such as nodding your head, the
occasional “UH-HUH” and the occasional question.
#7
– Be interested.
If
you want to be INTERESTING, then be INTERESTED. This really is the most important
thing you can do to be successful at selling yourself.
Most
people are very concerned about their self-image. If they sense that you value
them, that you feel that they’re important and worth listening to, then you
effectively raise their self-image. If you can help people to like themselves
then they’ll LOVE, you.
Don’t
fall into the trap of flattering the other person, because most people will see
right through you and they won’t fall for it. Just show some genuine interest
in the customer and their business and they’ll be much more receptive to what
you say.
#8
– Talk positively.
Don’t
say – “Isn’t it a horrible day” or “Business is pretty tough at present” or anything
else that pulls the conversation down. Say things like (and only the truth) –
“I like the design of this office” or “I’ve heard some good reports about your
new product.”
#9
– Mirror the other person
This
doesn’t mean mimicking the other person, it just means you speaking and
behaving in a manner that is similar to the customer.
For
example, if your customer speaks slowly or quietly, then you speak slowly or
quietly. Remember people like people who are like themselves.
#10
– Warm and friendly
If
you look or sound stressed or aggressive then don’t be surprised if the other
person gets defensive and less than willing to co-operate.
If
you look and sound warm and friendly, then you’re more likely to get a positive
response.
This
isn’t about being all nicey-nicey. It’s about a pleasant open face or a warm
tone over the telephone.
Before
we can get down to the process of selling our product, our service or our ideas
then we need to be as sure as we can be – that the customer has bought us and
that we have their full attention.
Learn- Goal
Setting, Time Management, Self-Confidence, Organization, and Sales Success for
personal and or business from the leading authority in the industry Brian
Tracy: Click Here
