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.