Tel-E Sales Tip of the Week
 

June 23, 2010

Published By Art Sobczak, Business By Phone Inc.
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Greetings!

There are a lot of sayings that have floated around the sales
world forever, many that are outdated, some that never were
true, yet the more they are repeated, the more they are
accepted as gospel. One of those is: "You need to sell
yourself."

This week, sales expert, Jeb Blount, discusses why that
does not work, and how you should LET people buy you
instead. It is based on his excellent new book,
People Buy You, which has been released just this
week. I recommend you get it. Learn more at
www.PeopleBuyYou.com.

This Week's Tip:
Despite What You Heard, Don't Sell Yourself.
Let People Buy You Instead.
By Jeb Blount

Most of us, at one time or another in our careers, have
heard some wise trainer or manager exclaim,

“You have to sell yourself."

“If you want to get that job, son, you have to
sell yourself."

“The real key to sales is your ability to sell
yourself."

“If you want others to like you, you'll have
to sell yourself."

The phrase sell yourself has become an easy-
to-use cliché. It just rolls off the tongue.
Most people will nod their heads in agreement
to the statement as if some prophet on a hill
had just read it from stone tablets. Then,
they go forth into the world and start selling
at networking events, to clients, prospects,
hiring managers, and anyone else they can get
to stand still for more than five minutes. You've
heard it. These are the people who tell
you all about themselves, their accomplishments,
and how great they are.

But it does not work, because people like to
buy, they don't like to be sold, as Jeffrey
Gitomer says. In fact, the harder you try to
sell yourself to others the more you push them
away. A conversation where the other person
tells you all about how great they are is a
turn off.

It is a features dump. You don't walk away from
that conversation thinking how much you would
like to spend more time with them. Instead you
think, “What a jerk,"‘, or “How boring,", or
“Wow, that guy is full of himself."

Of course, we do love the opportunity to sell
ourselves. Most of us, if given the opportunity,
will talk for hours about our favorite person,
oblivious to the negative impact it has on
how we are viewed by others.

You cannot sell yourself to others; you have to
get others to buy YOU on their terms. Even if
you are preceded by a great reputation and
others are anticipating meeting you, your
attempts to sell yourself can backfire.

People Buy You for their reasons, not for your
reasons. So when we sell people on why they
should like us, it backfires. However, when
they choose to buy you for their reasons,
it creates a powerful connection and a
relationship that makes almost anything
possible.


Five Tips To Get People To Buy You

1. Be Likable: Likability is the gateway
to connections and ultimately to relationships.
If others don't find you likable, then it is
virtually impossible to form profitable
business relationships. If you are not likable,
people will not buy you or from you. Likability
is responsible for first impressions because it
happens in an instant, and it is responsible for
ongoing impressions because it can be lost in an
instant. When people find you likable, the door
opens to emotional connections, to trust, and
ultimately to business relationships that help
you build a successful career and income.
Smile and use your positive attitude and optimism
to project a cheerful, smiling, outgoing personality.
People love to be around happy, optimistic people.

2. Connect: The key to connecting is listening
deeply with your eyes and ears. Listen to what
your customers say and observe their emotions.
There are things they are passionate about. Look
for common ground here. When you truly connect
with someone, you take rapport to the next level.
You begin to move from a business relationship
to a friendship. Connecting tears down walls
that tend to get in the way of real communication
and understanding. When people feel connected
with you they feel more comfortable telling you
their real problems. With this information in
hand, you have the opportunity to solve problems
that really matter. This ability provides real
value and engenders true loyalty. Strong
connections are hard to break and are the
foundation of truly prosperous, long-term
business relationships.

3. Solve Problems: One of the immutable laws of
the universe is that when you give to others,
you are rewarded ten-fold. Problem solvers are
the champions of the business world. However,
it is impossible to solve problems you do not
know about, which is why connecting is so
critical. The essence of business is one person
solving another person's problem. A solved
problem is the value that buyers pay for. It
is the most important lever in the People Buy
You philosophy. The most successful business
people take problem solving to the next level.
These individuals are constantly on the look-
out for problems they can solve-even if it
has no direct impact on their business. They
live by the motto, “By helping others get
what they want, I will get what I want."

4. Build Trust: Trust is the glue that holds
relationships together and the foundation on
which all long-term relationships rest. Trust
is developed with tangible evidence that you
do what you say you will do, that you keep
promises, and that you maintain a consistent
commitment to excellence. It means going the
extra mile in everything you do. In a world
in which most people are doing just enough
to get by, those business professionals who
consistently do more than they have to, will
stand out. Buyers appreciate and reward this
commitment to excellence with repeat business,
referrals, and ultimately with trust.

5. Create Positive Emotional Experiences:
Learn to make dealing with you fun, relaxing,
and rewarding. You always want to leave your
customers and prospects thinking about you
and remembering you positively so it is
imperative that you find ways to create
positive emotional experiences for your
customers. The key is to focus on the little
things. Remember birthdays, send handwritten
notes, do the unexpected. Just as an anchor
is used to hold a ship in place against
currents, wind, tide, and storm,; positive
emotional experiences anchor your relationships.
They leave people wanting more of you.


Get the Book Now
Jeb Blount is the CEO of SalesGravy.com, the
most visited sales website on the internet.
A respected thought leader on sales and sales
leadership, he is author of three books,
People Buy You: The Real Secret to what Matters
Most in Business, Sales Guy's 7 Rules for
Outselling the Recession, and Power Principles.
He is the author of more than 100 articles on
sales and sales leadership and the host of the
top rated Sales Guy Podcast. When you buy
Jeb's new book, People Buy You, today, you'll
also receive thousands of dollars worth of
bonus gifts from sales growth leaders.
Learn more at www.PeopleBuyYou.com.
 

QUOTE OF THE WEEK
"Anything you can do needs to be done, so pick up the 
tool of your choice and get started." 
Ben Linder 
 

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