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“You
Gotta Sell Yourself”
By
Virden J. Thornton
People
want to do business with people that they
like and trust. The problem is that in many
industries today’s sales and customer
contact personnel fail to understand or just
ignore this vital principle in their
promotional activities.
The legendary Joe Girard,
listed in the Guinness Book of World
Records as the world’s “greatest
salesman” says, “You gotta sell
yourself...I make every customer want to do
business with me...because I sell Joe
Girard; the greatest product in the
world!” Joe states, “From the moment
he (the customer) walks in, I don’t care
if I haven’t seen him for five years, I
make him feel like I saw him yesterday and I
really missed him.” Joe explains, “You
know, sincerity is something you can’t
read about or have someone teach you,
you’ve got to be natural and do you know
what? People like people who are honest and
a salesman’s gotta be honest and show he
really cares.”
It’s
obvious as you learn more about Joe, that
his claim to fame is not in his knowledge of
automotive industry and selling cars, but
in his
understanding of people
and what they want. Joe’s ideas must work
because when it comes to selling automobiles
and trucks, he has had no equal. In fact,
his nearest competitor over the years for
the title has only been able to produce half
the record set by Joe in any given year.
As
a selling professional, one of the most
effective ways to “sell you” and build
rapport with prospective customers or
clients is to stop talking and let
the people do the rest. All that is required
is to ask the people about themselves and
then sit back and really listen
to what they have to say. As your prospects
tell you about their personal situations,
you are actually doing more to “sell
yourself” than if you tried to point out
all of the great attributes that make you an
outstanding representative for your company.
Over the next few weeks, try selling
yourself by asking decision-makers some
personal, open-ended questions and then
listening intently to what they tell you.
You will be surprised how easy it is to
interest them in purchasing your products
and services, so that you can start setting
some records of your own.
To obtain a free Sales Myths
e-training course ===> Just
Click
Here!
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VIRDEN
THORNTON is the founder
and President of The
$elling Edge®,
Inc.
a
firm specializing in sales,
customer relations, and
management training and
development. Clients have
included Sears Optical,
Eastman Kodak, IBM, Deloitte
& Touché, Bank One,
Jefferson Pilot, and WalMart
to name a few. Virden is the
author of Prospecting:
The Key To Sales Success
and the best selling Building
& Closing the Sale,
Fifty-Minute series
books and Close
That Sale, a
video/audio tape series
published by Crisp
Publications, Inc. Menlo
Park, California. He has also
authored a Self-Directed
Learning series of sales,
coaching & team
development, telemarketing,
and personal productivity
training guides. To obtain a
substantial discount on two
of Virden's new manuals, 101
Sales Myths and Organizing
For Sales Success,
just click on either of the
titles above.
Note:
You
can contact Virden at virden@TheSellingEdge.com.
You can also see an expanded biography at
http://www.TheSellingEdge.com/bio.htm.
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of our
training
guides are
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training
ideas on
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basis
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conditions
are met.
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