by: Glenn Bill
This is the reality: If you are a great salesperson there are jobs everywhere. I love being a salesperson. Salespeople are what make our economy go. They are the fuel that drives the engines of small businesses and large corporations.
Notice I did not say a “good” salesperson -- I said a “great” salesperson.
So how do you know the difference? Well, good salespeople are unemployed right now. Good salespeople are saying things like “I am over qualified for that sales position.”
Seriously, I have never heard an employer say, “That salesperson is just too good for our company.” This excuse of being overqualified and underpaid for sales performance may be the biggest misnomer in our marketplace.
Here is the bottom line: In sales, your income reflects the level and service you have provided for your customer. It is in essence your “scoreboard” of service. I am from a commission only background and it was really easy for me to tell the level of service and value I provided to my customers…it’ called a 1099. Look at yours and see how you measure up. Better yet, look at someone you see as a “great salesperson” and see how you measure up to them.
The great thing about sales is that it parallels life. The more you give, the more you receive. If you are truly a “great salesperson”, I promise the jobs will find you. The problem is that most people want their reward or payout without providing the results and value upfront first.
So if you find yourself saying things like “I was downsized because the market is off, they did not hire me because I was overqualified” or “I liked the opportunity but it did not pay enough”, then you need to take a good hard look at what you are telling yourself. The biggest sale you need to make may be on yourself.
Here are three ways to sell yourself on you:
1. Understand the WHY in your life. Why do you want to be who you want to be? Why do you want to own what you want to own? Why do you want to do what you want to do? After you answer these questions once or twice, keep asking yourself why…about four or five answers into it, you will uncover your driving force (or motivation). My term for this is called “motivation identified”. If a salesperson does not understand this answer, they may not ever be willing to do what it takes to do the “work” involved in sales.
2. Reflect on your past career or career. Hold yourself accountable not only for what you did not do well -- but really focus on what you did so great! Now, close your eyes and put yourself in a time when you accomplished great things in your past career. How are you feeling now? How were you feeling then? What was your posture like? What was your presence like? What was your attitude like? What was your determination like? How certain were you of yourself? Focusing on your past success and greatness will give you the attitude and disposition it takes to sell yourself and your new employer.
3. Get into action. Go find three people who you believe really love you, trust you, believe in you, and want to see you succeed beyond your wildest dreams. Ask them these three questions: What do you feel are my strongest qualities as a person? Why would you consider buying from me? What is the biggest impact I have made on your life? These answers will fill you with confidence. Confidence is needed in a professional salesperson more than any other trait except empathy. This exercise develops both qualities.
So are you ready to be SOLD on YOU? I can assure you small business and big business alike never ever shy away from hiring a salesperson who knows their motivation, displays a great attitude and disposition, and exudes confidence and empathy in their interaction with others.
Get sold on yourself and they will be sold on you!
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