Selling - Who Are You
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After all, they’re habits. So once again, the best way to make the changes
that we want is to enlist the help of people around us. Ask those people you
trust to point out to you when you fall into those old habits that you want to
break. In truth, it’s who you are, rather than what you do or what you know,
that persuades someone to buy from you. People will choose to do business with
you because they like you, relate to you, and trust you.
What traits define "who you are" in the minds of others? Obviously there are
many things which define who we are, but the following list is a good place to
start.
Have Integrity Do what you say you’re going to do. Show up on time Return
phone calls in a timely manner
Care About Others Do what’s in the best interest of others, even if it
doesn’t result in a sale Add value beyond the value of your products and
services Take an interest in your prospects and your clients as people, not just
as business relationships
Have a Professional Appearance Dress and act professionally, which usually
means slightly better than your prospects Be relatable Be respectful of people
and their time
Have a Positive Attitude People like to do business with people they like and
like being around Be a positive and optimistic person Focus on the possibilities
and not the obstacles
If a person continually improves in these areas, not only will it cause more
people to choose to buy from them, but they will attract more of the kinds of
clients they want. Opportunities will seem to "materialize" because of who we
are. Plus, you’ll enjoy your business more than ever before.
Most of us could benefit from improving in one or more of the areas mentioned
above, but it can be a challenge to achieve that improvement. Often it’s
difficult to improve in these areas simply because we’re blind to where and how
we could improve. We’re creatures of habit and mostly operate on "autopilot".
Additionally, it’s really not about how we see ourselves, but rather how others
perceive us. Therefore, trying to make many of the changes necessary is almost
impossible. The most effective way to identify areas for improvement is to ask
those around us. (Obviously, we need to choose people who want us to succeed and
who we trust.)
Once we become aware of those areas we want to change, the next challenge is
in actually making those changes. The problem here is that because what we’re
trying to change are habits – habits that no longer serve us – we generally
aren’t even aware when we behave the way we do. After all, they’re HABITS. So
once again, the best way to make the changes that we want is to enlist the help
of people around us. Ask those people you trust to point out to you when you
fall into those old habits that you want to break. In this way, your attention
will be drawn to your actions so you can act with intention rather than by habit
or reaction. By getting an objective perspective and then making the changes you
want, you’ll be able to accelerate your success, make more money, and stop
selling!
About the Author
Written
by Michael Beck, an Executive Coach and Strategist specializing in
employee engagement, executive development, and leadership
effectiveness. Connect on LinkedIn: www.linkedin.com/in/mjbeck
and visit www.michaeljbeck.com
to learn more.
Follow us @Scopulus_News
Article Published/Sorted/Amended on Scopulus 2008-11-30 16:10:29 in Marketing Articles
