The Modern Way To Sell Yourself As A Sales Professional
In sales, you need to “sell yourself.” “You have to sell yourself first to be successful as a sales person.”
We have all heard these sentiments before. However, while the overall term of “selling yourself” as a sales person, has remained the same; the meaning of the term has changed dramatically.
Selling Yourself – In the Past
In the days of old, as in the smile and dial, show up and throw up sales rhetoric of the past, the meaning of selling yourself actually was closer to meaning trying to “buddy up” with the prospect. Many sales people believed that all you had to do was get the prospect to like you, and that was it—they would buy from you. Actually, there was some truth to that, back then.
In the time when competition was not near as fierce as it is today, and when buyers had no real access to instant information; the sales person and his or her WORD, was the only information the buyer had to rely on.
So, if you could get the prospect to really like and believe you, then you already won half the battle of closing the sale. Therefore, sales people would do whatever was necessary to become “friends” with the prospect, which usually included bestowing all kinds of false and insincere comments and compliments.
However, that is not the case today!
Selling Yourself – To Today’s Modern Buyer
Today’s sophisticated, educated and sales savvy buyer is not going to buy from you just because they like you. In fact, the very act of attempting to make the prospect like you or to “butter them up” or “buddy up,” will cause today’s prospective buyer turn off completely.
With instantaneous access to a global knowledge base of information, pricing, competitors, market trends, testimonials, service reports, satisfaction reports and more, you had better come with more than just nice friendly smile and a firm handshake.
To sell yourself today is more about selling your creditability as a professional who can and will deliver as promised. Today, instead of selling the fact that you are such a nice, likable person, you need to sell the fact that you are a true professional and successful.
A Few Tips for Selling Yourself TODAY
I’m Not Bragging, I’m Just Telling the Truth
You need to boast about your achievements. Don’t be ashamed to brag a little about how you have succeeded in helping your clients. Inform today’s buyer of awards you have won, testimonials you received from customers and recommendations and referrals.
The fact is that people like to do business with people who are successful at what they do. Show off! Park your expansive late model car right in out front. Let the buyer know that you are someone that many people trust and invest in you and that is why you are successful.
Do you have a related article or two you have written and published? Are any of your blogs getting attention? Do you have a personal web site or LinkedIn page? Get your name out there and let the buyer know who you are. Buyers want to do business with people who are leaders in their industry.
I Am The Best
Do not be afraid to let the buyer know that you believe (and have some supporting evidence) that you are the best in your field. You may feel that when doing things like this, that you are merely padding your ego. However, what you are also doing is showing the buyer that you are confident. You are showing that you believe in yourself and your company and product or service and you are ready to go out on the preverbal limb to prove it.
Yes, today you still need to sell yourself.
However, instead of selling likability…sell capability!
Author credit: Managing Director of MTD Sales Training, Sean McPheat is regarded as a thought leader on modern day selling, management skills and business improvement. Sean has been featured on CNN, ITV, BBC, SKY, Forbes, Arena Magazine and has over 250 other media credits to his name. Sean’s Sales Blog is visited by 5,000 people every week and his 6 Sales Training Audios are free to download. Click here to follow Sean online.