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Were all in the selling business whether we like it or not. It doesnt matter whether youre 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. 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 youre selling. That means believing in you. Its about lots of positive self-talk and the right attitude. The first thing people notice about you is your attitude. If youre like most people then youll 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 isnt just about a positive attitude; its 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 youre 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 youre on top, going for it and confident, or is it holding you back. If youre hearing - I cant do this or that or They wont want to buy at the moment or Were too expensive then youd better change your self-talk or change your job. Start to believe in yourself and dont let things that are out with your control effect your attitude. Avoid criticising, 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 cant, in either case youre 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 customers decision to buy. Everything about you needs to look good and you must dress appropriately for the occasion. And dont 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 dont need a big cheesy grin, just a pleasant open face that doesnt frighten people away. #4 - Use names Use the customers name as soon as you can but dont over do 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 theyre not comfortable and not listening then theres 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. Its best to go on the assumption that in the first few minutes of meeting someone new, they wont take in much of what you say. Theyre too busy analysing all the visual data theyre taking in. #6 - Listen and look like youre listening. Many people, particularly men, listen but dont show that theyre listening. The other person can only go on what they see, not whats going on inside your head. If they see a blank expression then theyll assume youre 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. The majority of people are very concerned about their self-image. If they sense that you value them, that you feel that theyre important and worth listening to, then you effectively raise their self-image. If you can help people to like themselves then theyll LOVE you. Dont fall into the trap of flattering the other person, because most people will see right through you and they wont fall for it. Just show some genuine interest in the customer and their business and theyll be much more receptive to what you say. #8 - Talk positively. Dont say - Isnt it a horrible day or Business is pretty tough at present or any thing else that pulls the conversation down. Say things like (and only the truth) - I like the design of this office or Ive heard some good reports about your new product. #9 - Mirror the other person This doesnt 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 dont be surprised if the other person gets defensive and less than willing to co-operate. If you look and sound warm and friendly, then youre more likely to get a positive response. This isnt about being all nicey-nicey. Its 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. |
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