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How to Sell Yourself to Sell Your Product or Service

Updated on May 24, 2012
jpcmc profile image

I'm a dad a husband & a Christian first. The rest is just life's add ons - an educator, administrator, learning & development professional

How well do you sell your self?
How well do you sell your self? | Source

Have you ever considered the idea of selling yourself? Chances are you have not. But if you’re in the sales industry, selling yourself is an essential part of your day. Before further confusion sets in, I’m talking about selling yourself not in the jail-worthy kind. Rather, it’s how you present yourself to your client. Are you convincing enough? Do you look like someone trustworthy? Do you seem knowledgeable and credible? These are some questions that are often not verbally uttered. However, it crosses the minds of clients. What’s worse, it can determine whether you make a sale or not. In many instances it can be a poor reason to say no to a perfectly good product or service. But that’s a reality you have to face.

So the question now is how do you sell yourself?

Some sales professionals do this like it is genetically encoded. On the other hand, there are those who struggle like it’s some kind of alien language. But don’t give up just yet. Here are some tips to level the playing field.

Do your research and prepare!
Do your research and prepare! | Source

Prepare

Let’s learn from one of the most respected U.S. Presidents – Abraham Lincoln. He said that if he had 8 hours to chop down a tree, he’ll spend 6 hours sharpening his ax. No, it’s not about how much trees you cut down. Rather, the amount of preparations that you take. Here are some practical questions you should ask yourself:

  • What should I know?
  • If I were a client what do I want to know?
  • What are the common questions clients asks?
  • Who can help me learn more about the product/service?
  • What are the common client complaints and how do I address them?
  • What materials and tools do I need?

Facing clients can be unnerving especially for the newbies. But if you prepare for each encounter, anxieties will decrease and confidence soars.

Practice

An overused adage is practice makes perfect. In spite being overused, many still do not take heed. I often tell team leaders to drill their members on everything involving handling customers. Whether it’s a simple greeting or handling irate customers everything must be rehearsed. Of course you can never recreate all possible scenarios. But it’s better to make mistakes during mocks and rills instead of making a fool of yourself in front of a client. During practice, you get to learn the best way.

Exhibit credibility

How credible are you as a representative of the company? This question is a loaded query. It encompasses basic knowledge to important skills with clients. The credibility (or the perceived credibility) of the representative directly affect how the client sees the product or service.

  • Know more than the basic information about the product or service
  • Answer questions clearly
  • Dress appropriately
  • Conduct yourself in a professional manner

Creating relationships is important in sales.
Creating relationships is important in sales. | Source

Show respect

One of the best ways to sell your self is to show respect. More than just showing respect for age, position or seniority, one must exhibit sensitivity to cultural or even religious differences. Not everything you think is appropriate for you is appropriate for others. Respect is a key ingredient in creating lasting relationships. So when you want your clients to be long-time partners (not in a romantic way), then respect is your ticket.

Communicate clearly

Another essential ingredient in selling your self is to communicate clearly. Being concise and clear with your ideas will help. Moreover, communicating clearly allows transparent conversion that does not rely on assumptions. Once people assume things, misinterpretations can be expected.

Many sales encounters turn out frustrating because communication is not clear. When sales professionals communicate clearly, they offer better understanding for the clients. In addition, it allows the sales person to explore all possible avenues to close the sale.

Clear communication is a dialogue between the sales professional and the clients. What happens in many cases is a monologue of sales spiels that turns off customers.

I often tell sales professionals that the first thing that they have to sell is themselves. Impressions do matter in sales. Once you lose the opportunity to earn the trust of your client, it becomes harder to convince them to say yes.

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    • seo guru profile image

      seo guru 4 years ago from Chicago Area

      Sales is a profession that needs to be practiced and perfected and treated as such

    • Billy Hicks profile image

      Billy Hicks 4 years ago

      Very informative. All new sales associates should read this article.

    • ccdursina profile image

      Carolina Dursina 4 years ago from Spring Green WI

      really informational hub, thanks for sharing your knowledge!

    • Injured lamb profile image

      Injured lamb 4 years ago

      I must say this is a constructive hub that help sales reps much...thanks for the sharing jpcmc,appreciate much...

    • jpcmc profile image
      Author

      JP Carlos 4 years ago from Quezon CIty, Phlippines

      Hello seo guru. Constant practice is definitely a need when it comes to sales. Thank you for sharing your ideas on the subject.

    • jpcmc profile image
      Author

      JP Carlos 4 years ago from Quezon CIty, Phlippines

      Hi there Billy Hicks. I'm glad you found the hub informative. Thank you for the kind words. Sales professionals can benefit from constantly learning about sales and selling.

    • jpcmc profile image
      Author

      JP Carlos 4 years ago from Quezon CIty, Phlippines

      Hi there ccdursina . It's my pleasure to write about sales, selling and things related to it. Perhaps it's because I don't like people giving poor sales service.

    • jpcmc profile image
      Author

      JP Carlos 4 years ago from Quezon CIty, Phlippines

      Hello Injured lamb. I just hope that what is written here sinks in. Moreover, becoming a good sales profesional takes more than just reading. It takes a lot of practice. Thank yo for drobbing by and sharing.

    • Angela Brummer profile image

      Angela Brummer 4 years ago from Lincoln, Nebraska

      Great Information and all so important! Thank you for sharing! Voted up!

    • jpcmc profile image
      Author

      JP Carlos 4 years ago from Quezon CIty, Phlippines

      HI there Angela Brummer. Thanks for dropping by and the vote up.

    • profile image

      Mark 4 years ago

      exhibiting credibility can be faked. But hey, we can try can't we.? lol

    • jpcmc profile image
      Author

      JP Carlos 4 years ago from Quezon CIty, Phlippines

      Hello Mark. Almost everything now can be faked. But what separates good people from others is the true desire to provide help. Sales people need to learn how to help others decide on a purchase. Thanks for dropping by and sharing your ideas.

    • Om Paramapoonya profile image

      Om Paramapoonya 4 years ago

      Great advice. I agree that credibility is very important when it comes to selling a product. Having good communition skills can help a lot, but those skills alone sometimes might not be enough. We must also be able to look and sound credible in order to gain customers' trust. Rated up!

    • jpcmc profile image
      Author

      JP Carlos 4 years ago from Quezon CIty, Phlippines

      hello Om Paramapoonya. We do the most that we can to get our clients to trust us, create relationships and most importantly sell. Every detail matters. thanks for sharing your insights on how to sell yourself in sales.

    • profile image

      Mike 4 years ago

      Regardless of what one is selling, one's credibility is important. But for those who do not know you, It's how you behave and present yourself that matters.

    • jpcmc profile image
      Author

      JP Carlos 4 years ago from Quezon CIty, Phlippines

      That's right Mike, the way we behave and present ourselves affects the outcome of our sales.

    • profile image

      Laura Brent 4 years ago

      Another wonderful article JP. I hope you can design a special seminar for my sales team on this particular topic. I believe that you are on the right direction here. If sales people don't present themselves properly, we lose the sale.

      Regards,

      Laura

    • jpcmc profile image
      Author

      JP Carlos 4 years ago from Quezon CIty, Phlippines

      Hola Laura,

      I'm glad you like the article. I have a seminar that revolves around this topic. We can implement that in your ocmpany.

    • peachpurple profile image

      peachy 4 years ago from Home Sweet Home

      very useful hub with lots of tips to consider before selling. Sales are not easy to achieve if one is too daring or uses wrong tactics . I hated when salesman uses this phrase" Better buy now. There is no more stock later. First come first serve only" Too much pressure without freedom to consider. Voted useful

    • jpcmc profile image
      Author

      JP Carlos 4 years ago from Quezon CIty, Phlippines

      Hi there peachpurple ,

      I know what you mean about being pressured to buy. I often say no when I get to face sales people with this kind of attitude. Unless of course I really need the product.

      Thanks for dropping by and sharing your ideas. The voted Up is also appreciated. See you around.

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