Regardless of the product or service you are selling, never forget that first and foremost, you are selling yourself. It’s a well known fact that people buy from people they like. Yet far too often, sales -people ignore that fact, thus get into a pricing tug of war that can never be won. Relationships still win out when it comes to being a consistent sales leader. So, take a moment to determine just how well you are selling yourself by being totally honest about scoring where you rank on these important factors. A score of 5 indicates that you are strong, while a score of 1 – 3 indicates room for improvement.
 I demonstrate a positive personal brand.
You, just like the product or service you sell, have a brand. Even if you haven’t thought of yourself as a brand, your customers have automatically branded you. They have branded you as likeable, competent, friendly, service-oriented, clumsy, unreliable, disorganized, pushy, etc. Do you know how your customers have branded you?
My appearance reinforces the brand I wish to convey.
Let’s say you see your brand as the friendly, likeable, professional sales rep that solves customer’s problems. What about your appearance reinforces this brand? Your clothes? Your communication style? The way you carry yourself? Your follow-through? What else?
I make positive first impressions.
First impressions are lasting. People decide quickly whether they like you or not. If your first impression is not a positive one, your customers will spend time gathering information to justify their decision not to do business with you. Conversely, if your first impression is positive, customers will be more inclined to give you a chance.
My personal packaging works in my favor.
Personal packaging? Yes. The way you dress, speak and move creates your personal packaging every bit as much as selecting the right wrapping paper for a gift. Imagine a wedding gift wrapped in
graduation adorned paper or a birthday gift wrapped in Easter print.
When you wear attire that fails to project the brand you wish to convey to your customer, you’re not packaged for success.
My dining manners reflect my professionalism.
Manners count. And, they are more noticeable than you may want to think. One of the most significant horror stories about lack of dining manners that I ever heard is the following: A sales rep was mandated by her boss to take along a man from the operations department for a customer luncheon. The two met the customer at his
favorite restaurant; a fine dining establishment. The ops guy
ordered a Caesar salad. It came gourmet style—the long lettuce leaves lying delicately on the plate. The sales rep was aghast as the ops guy attacked the salad. “He stabbed it with his fork and began to chew on it like a rabbit,” she reported. A very awkward and embarrassing moment for the sales rep.
I communicate with ease.
It is easy to take for granted that we communicate effectively. Yet some communicate with more ease than others. Is there an attitude of care and concern in your voice? Are your explanations clear and concise? Do you use stories to make specific points? Do you engage the customer and leave the customer feeling good for having talked with you? People subliminally pay for how you make them feel and they pay much more when you make them feel better.
Yes, it’s important to know and know all you can about your products and services, but never forget, you first have to sell yourself.
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