10 Simple Steps to Self-Motivation and More Sales
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.