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Do you find influencing other people and getting your point across a bit of a challenge? This article provides 10 simple steps which will show you how to motivate and sell yourself.
Every day of your life you are selling yourself, nothinghappens 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 persuadepeople to buy our product or service, accept our proposalsor merely accept what we say.
Before you get better at persuading or influencing otherpeople - you need to get better at self-motivation andselling 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 you're selling. Thatmeans believing in "you." It's about lots of positive self-talk and the rightattitude.
The first thing people notice about you is your attitude.If you're like most people then you'll suffer from lack ofconfidence 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 themselvesnegatively than positively - this is what holds them back inlife.
It isn't just about a positive attitude; it's about theright attitude - the quality of your thinking.
Successful people have a constructive and optimistic way oflooking at themselves and their work. They have an attitudeof calm, confident, positive self-expectation. They feelgood about themselves and believe that everything they dowill lead to their inevitable success.
If you're in a sales job or a business owner or a managerthen you need to continually work on your attitude. You needto listen to that little voice inside your head. Is itsaying you're on top, going for it and confident, or is itholding you back.
If you're hearing - "I can't do this or that" or "They won'twant to buy at the moment" or "We're too expensive" thenyou'd better change your self-talk or change your job.
Start to believe in yourself and don't let things that areout with your control effect your attitude.
Avoid criticising, condemning and complaining and startspreading a little happiness.
Remember the saying of Henry Ford, founder of the Ford MotorCompany - "If you believe you can do a thing, or if youbelieve 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 ispackaged and presented will influence the customer'sdecision to buy.
Everything about you needs to look good and you must dressappropriately for the occasion. And don't think that justbecause your customer dresses casually, that they expect youto dress the same way.
The style and colour of the clothes you wear, yourspectacles, shoes, briefcase, watch, the pen you use, allmake a statement about you.
#3 - Smile
No need to get carried away, you don't need a big cheesygrin, just a pleasant open face that doesn't frighten peopleaway.
#4 - Use names
Use the customers name as soon as you can but don't over doit. Business is less formal nowadays however be careful ofusing 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, JamesBond"
#5 - Watch the other person
What does their body language tell you? Are they comfortablewith you or are they a bit nervous? Are they listening toyou or are their eyes darting around the room. If they'renot comfortable and not listening then there's no pointtelling 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 fewminutes of meeting someone new, they won't take in much ofwhat you say. They're too busy analysing all the visual datathey're taking in.
#6 - Listen and look like you're listening.
Many people, particularly men, listen but don't show thatthey're listening. The other person can only go on what theysee, 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 asnodding your head, the occasional "UH-HUH" and theoccasional question.
#7 - Be interested.
If you want to be INTERESTING then be INTERESTED. Thisreally is the most important thing you can do to besuccessful at selling yourself.
The majority of people are very concerned about their self-image. If they sense that you value them, that you feel thatthey're important and worth listening to, then youeffectively raise their self-image. If you can help people to like themselves then they'll LOVEyou.
Don't fall into the trap of flattering the other person,because most people will see right through you and theywon't fall for it. Just show some genuine interest in thecustomer and their business and they'll be much morereceptive to what you say.
#8 - Talk positively.
Don't say - "Isn't it a horrible day" or "Business is prettytough at present" or any thing else that pulls theconversation down. Say things like (and only the truth) - "I like the design ofthis office" or "I've heard some good reports about your newproduct."
#9 - Mirror the other person
This doesn't mean mimicking the other person, it just meansyou speaking and behaving in a manner that is similar to thecustomer.
For example, if your customer speaks slowly or quietly, thenyou speak slowly or quietly. Remember people like people whoare like themselves.
#10 - Warm and friendly
If you look or sound stressed or aggressive then don't besurprised if the other person gets defensive and less thanwilling to co-operate.
If you look and sound warm and friendly, then you're morelikely to get a positive response.
This isn't about being all nicey-nicey. It's about apleasant open face or a warm tone over the telephone.
Before we can get down to the process of selling ourproduct, our service or our ideas then we need to be as sureas we can be - that the customer has bought us and that wehave their full attention.
ABOUT THE AUTHOR
Discover how you can generate more business without having
to cold call!
Alan Fairweather -"The Motivation Doctor" - is the author of
"How to get More Sales Without Selling" To receive your free
newsletter and free e-books, visit:
http://www.howtogetmoresales.com
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