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August 25, 2011 / Steve Hennigs

Everyone is a Salesperson

Website management and maintenance the easy way | Siteimprove

Regardless of your job title or employment status at some point you will be responsible for selling.  What you sell is very dependent on your situation.  If you are seeking employment then you are selling yourself, if you are a CEO then your are selling your company, and even if you are a parent you are selling your values.

So whether you are preparing for an interview, growing your business, or teaching your children here are a few simple rules to follow.

You only get one first impression.

This is the unfortunate reality.  You may have the best ideas/products in the world but if you do not look the part there are a percentage of people who simply will not hear you out.  Make sure you always look your best in selling scenarios.

People like to buy, they hate to be sold to.

It will do you no good to force your agenda on another.  Take the time to understand your prospect and build your reputation with that prospect as an expert in their field.  This can be done through active listening, good questions, stories of your success with other clients, and researching the prospect’s field ahead of time.

Always present benefits, leave your features at home.

If you have followed rule two this should be easy.  By understanding the prospect’s situation you can  then relate how your product or service can specifically benefit them.

For example when I discuss Siteimprove Quality Assurance with a prospect it is not enough for me to say ”  We can automatically check your website for mistakes every five days.”

What I have to say is “You (prospect) mentioned having a website of over 1,000 pages and that it is very time consuming to routinely check it for mistakes.   Siteimprove Quality Assurance will be able to save you time while still allowing you to check the quality of your web content routinely.  This can be done because Siteimprove Quality Assurance will automatically check your website every five days for broken links, misspellings, and other inconsistencies you mentioned being concerned with.”  This is a much better statement because it speaks to how my product will specifically benefit that individual.

Do not forget the little things.

Eye contact, confidence, tone of voice, posture, and manners.  It is easy to get caught up in the moment but it is important to remain in control of your emotions and be professional regardless of the situation.

Always be prospecting.

When you are not busy this is very easy.  That being said, even when things are going well it is still important to continue prospecting.  Use at least 25% of your time to prospect when things are slow and keep it to 15% when things are going well so that things do not slow down again.

Ask for the sale.

If you have understood the prospect and they agree that your product/service/idea will benefit them you must ask for the sale.  If you do not give a person the opportunity to make a decision, they rarely will.

Above all else be honest and keep your word.

In business and in life if you have high integrity and are honest you will be respected by your peers and prospects whether you close the sale or not.  This will serve you in the long run as people will tell others about the good experience they had with you.

These are just some basic tips, nothing fancy.  That being said if you follow these tips consistently you will find yourself ahead of the average person.

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