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10 Simple Steps to Self-Motivation and More Sales
By Alan Fairweather
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.
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 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 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 customers name as soon as you can but don't 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 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 analysing 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.
The majority of 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 any thing 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.
About the Author
Alan Fairweather - The Motivation Doctor - is a professional
speaker, author and business development expert.
He is the author of four ebooks in the "How to get More
Sales" series.
Lots of practical actions you can take to build your
business and motivate your team.-
To receive your free newsletter and free ebooks, visit:
http://www.howtogetmoresales.com
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