The sales effort is useless unless you are 100% behind an idea, product, or service. Hence, selling to yourself proceeds selling to clients. Anyone on a sales job has no doubt paused to question what they are to sell upon hearing a new announcement. Integrity is everything, as clientele seeks it out before committing.
It’s easy to dismiss a new offering as not worthy of anyone’s time. Worse is recognizing it may be time to find a new job. The dilemma can turn into having to answer the question of a recruiter, ‘why are you leaving the current place of employment?’ Dissatisfaction may come across as you are possibly a problematic employee not worthy of hiring. It is far better to interview on a high than on a negative. The dilemma gives more importance to the idea that selling to yourself comes before selling to clients or the recruiter.
Consider selling to yourself as the dress rehearsal for the conversation with your next prospective client. You want to address any uncertainties you may have upfront so that hesitation is not front and center upon making the formal presentation.
The following checklist can help you sell to yourself upfront:
- What are the downsides to the product or service?
- Why do I perceive risk or uncertainty?
- How can I overcome the doubt?
- If I am the prospect, would I run away from the idea?
- As the prospect, is it possible to negotiate a better outcome?
Upon reviewing the questions, you typically ask yourself, take note of your initial thoughts and whether any may change with further consideration. Upon realizing that a ‘no’ is turning into ‘maybe,’ review the reasoning for the change of mind. Now consider if the same may hold for your prospective clientele.
One last step for selling to yourself upfront is watching yourself present in the mirror. Check for good posture, a friendly smile, believable verbiage, and how the statements come across as you express them via the mirror. Frequently, the practice presentation requires several attempts because we stumble on words.
Stumbling in a presentation to prospective clients can create distrust because it is not believable. Unless you believe in the validity 100% and it comes across accordingly, success in selling the items will not be yours. That’s why it is best to practice to ensure you are comfortable with the verbiage and what you are about to sell. Practice does not necessarily make the outcome perfect, but it certainly improves the delivery.
Now that there is a possibility that the new product or service may have viability in your mind, it’s time to create a checklist for presentation to your clientele. Recognizing that each has different requirements, thoughts, and ideas, it is best, to begin with, a general list. And then do your research and review previous notes ahead of time.
Customizing presentations for each prospect may take extra time but proves to be well worthwhile in the end. Personalization of presentations builds interest and potentially trust as opposed to using generic scripts. People recognize and appreciate the extra effort you put in to better understand their perspective before putting your interests first.
Questions for current clients:
- Are you still happy with the benefits of XYZ; if so, how has it worked in your favor so far?
- Given that you are satisfied with it, would you be willing to consider a complimentary service?
- May I share some details to discuss and analyze whether the new will be to your benefit?
Upon receiving the green light to set an appointment, inquire whether the person has any upfront questions for you to address in person to present the targeted facts for consideration. Take careful notes and do the research ahead of time. Accuracy is an essential component for building trust and credibility.
Without the habit of selling to ourselves upfront, it becomes difficult to sell to others. Our job is to realize why and how the product and service will be beneficial. We are to sell ourselves first on the concept by examining it from negative and positive viewpoints. Once it looks favorable, it’s possible to proceed as customary and do so successfully.