Know Your Worth Before Selling Yourself
Know Your Worth Before Selling Yourself
These are days of economic uncertainty and therefore prudence and restraint. We all still want to spend and hire and invest, but we are unsure due to the daily barrage of information we get from the media telling us how bad it is out there, and that it could get worse.
I do not suggest focusing on any negatives. Be realistic up to the point that you are still being positive. Do not cross over into pessimism! It will not help.
Whether you are going to a job interview, meeting a potential new client, mixing with someone on a first date or any other similar situation, it is vital to know your worth before you start talking!
Think of a sales person who is trying to convince you to buy a new camera, but they cannot explain any features, they do not know why this brand is better than the others, and they seem to be just hoping that you will buy the item so that they will get a commission. Not so convincing right? You will take your precious money (and trust) elsewhere.
If you are in a position to sell yourself, your product, service or ideas, then the same principle applies. If you cannot explain clearly to the other person why they should trust you or buy from you, then you are going to fail or lose that opportunity. Simple. To be convincing you must know your worth and speak from a position of confidence, credibility and assuredness. So how do you get to know your worth?
Start with taking stock. Write a list of your strengths and weaknesses, but purposefully make it lop-sided. List 10 strengths and 3 weaknesses. These could be interpersonal skills, professional training, hard or soft skills, related experience or anything you think is relevant to the situation. Once you have created your list really reflect on why your strengths are assets that anyone would be happy to have access to. Come up with a plan to overcome your weaknesses, or at least chip away at them. By taking stock before the meeting or date or networking function etc. you are allowing your inner-self to see and focus on the successes and attributes you have. We want them in the forefront of your conversations. We want them to give us a quiet sense of confidence and accomplishment, and also something to talk about if the opportunity arises or is required (like in a job interview).
What sounds better to you?
Q. “Why should we hire you?”
A1. “Well I really want to work here and I think that if you just give me a chance I can really show you my abilities. I am very eager to join your company!”
OR
A2. “I have over 10 years of industry experience in 3 different positions, and have had a chance to make mistakes and grow by them. I know my analytical skills will complement my strong work ethic and desire to get the job done properly, as my references will attest to, and I also believe that your company/this position fits with my personality. Let me explain…”
Q. “Why should I buy this product and not your competitors’?”
A1. “We are the best. Everyone knows that. Just ask anyone and they will tell you that we have been around the longest and have great service. I have heard that our competitors often mark up their items before sales as well. Shameful. You can trust us for your needs.”
OR
A2. “That is a great question. Even though our company mission is to provide the best quality and customer care in the city, some people still may feel a little nervous trying a new product. Some customers felt they needed our product but were not sure if it would suit their needs fully. However after buying it from us and filling out our customer service survey, we have found that 98% of all customers who bought that same item were absolutely satisfied. The 2% that were not were offered a full refund, no questions asked. We believe in treating our customers with respect and earning their business.”
Q. “Why should we go out to dinner together? I just met you.”
A1. “Because I really like you! I find you extremely attractive and do not want to go out with anyone else. You are the one for me, can’t you see that? I hope you agree to a second date. We will get along just fine, I promise.”
OR
A2. “Yes it is true that we just met. Normally I would take things a bit slower, but I have been on a few dates recently and they did not make me feel like I do with you. I know myself well, and am not in the habit of falling head over heels with every new person who I chat with. So that is why I am confident that we have some genuine chemistry, and I would like another opportunity to continue to get to know each other, if you feel the same way about me, of course. I think a quiet evening at a French Bistro that I know would give us that chance to get to know each other more. Interested?”
In these examples you can see that no matter whether you are applying for a job, selling a product or are out on a date, the main principle is to sell yourself with a calm confidence that comes from knowing who you are and what you have i.e. your worth.
Work on it.
Know Your Worth Before Selling Yourself - To learn more about this author, visit Ric Phillips's Website.
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How many of you are looking for a job or interviewing candidates for positions? How many of you are attempting to influence and persuade others on a daily basis? Life is full of negotiations and opportunities to sell yourself. The question to ask yourself is am I good at it?
These are days of economic uncertainty and therefore prudence and restraint. We all still want to spend and hire and invest, but we are unsure due to the daily barrage of information we get from the media telling us how bad it is out there, and that it could get worse.
I do not suggest focusing on any negatives. Be realistic up to the point that you are still being positive. Do not cross over into pessimism! It will not help.
Whether you are going to a job interview, meeting a potential new client, mixing with someone on a first date or any other similar situation, it is vital to know your worth before you start talking!
Think of a sales person who is trying to convince you to buy a new camera, but they cannot explain any features, they do not know why this brand is better than the others, and they seem to be just hoping that you will buy the item so that they will get a commission. Not so convincing right? You will take your precious money (and trust) elsewhere.
If you are in a position to sell yourself, your product, service or ideas, then the same principle applies. If you cannot explain clearly to the other person why they should trust you or buy from you, then you are going to fail or lose that opportunity. Simple. To be convincing you must know your worth and speak from a position of confidence, credibility and assuredness. So how do you get to know your worth?
Start with taking stock. Write a list of your strengths and weaknesses, but purposefully make it lop-sided. List 10 strengths and 3 weaknesses. These could be interpersonal skills, professional training, hard or soft skills, related experience or anything you think is relevant to the situation. Once you have created your list really reflect on why your strengths are assets that anyone would be happy to have access to. Come up with a plan to overcome your weaknesses, or at least chip away at them. By taking stock before the meeting or date or networking function etc. you are allowing your inner-self to see and focus on the successes and attributes you have. We want them in the forefront of your conversations. We want them to give us a quiet sense of confidence and accomplishment, and also something to talk about if the opportunity arises or is required (like in a job interview).
What sounds better to you?
Q. “Why should we hire you?”
A1. “Well I really want to work here and I think that if you just give me a chance I can really show you my abilities. I am very eager to join your company!”
OR
A2. “I have over 10 years of industry experience in 3 different positions, and have had a chance to make mistakes and grow by them. I know my analytical skills will complement my strong work ethic and desire to get the job done properly, as my references will attest to, and I also believe that your company/this position fits with my personality. Let me explain…”
Q. “Why should I buy this product and not your competitors’?”
A1. “We are the best. Everyone knows that. Just ask anyone and they will tell you that we have been around the longest and have great service. I have heard that our competitors often mark up their items before sales as well. Shameful. You can trust us for your needs.”
OR
A2. “That is a great question. Even though our company mission is to provide the best quality and customer care in the city, some people still may feel a little nervous trying a new product. Some customers felt they needed our product but were not sure if it would suit their needs fully. However after buying it from us and filling out our customer service survey, we have found that 98% of all customers who bought that same item were absolutely satisfied. The 2% that were not were offered a full refund, no questions asked. We believe in treating our customers with respect and earning their business.”
Q. “Why should we go out to dinner together? I just met you.”
A1. “Because I really like you! I find you extremely attractive and do not want to go out with anyone else. You are the one for me, can’t you see that? I hope you agree to a second date. We will get along just fine, I promise.”
OR
A2. “Yes it is true that we just met. Normally I would take things a bit slower, but I have been on a few dates recently and they did not make me feel like I do with you. I know myself well, and am not in the habit of falling head over heels with every new person who I chat with. So that is why I am confident that we have some genuine chemistry, and I would like another opportunity to continue to get to know each other, if you feel the same way about me, of course. I think a quiet evening at a French Bistro that I know would give us that chance to get to know each other more. Interested?”
In these examples you can see that no matter whether you are applying for a job, selling a product or are out on a date, the main principle is to sell yourself with a calm confidence that comes from knowing who you are and what you have i.e. your worth.
Work on it.
Know Your Worth Before Selling Yourself - To learn more about this author, visit Ric Phillips's Website.
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Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
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Jay Kubassek(Jay's Full Bio: EvanCarmichael.com/jaykubassek) In five years, Canadian-born entrepreneur Jay Kubassek went from selling mufflers at a Midas franchise to revolutionizing Internet marketing with the 2004 launch of CarbonCopyPRO, a online marketing education company, now worth over $20 million with customers in over 160 countries.
As an independent film producer, his upstart film fund Aliquot Films is currently producing a films with Spike Lee and Abel Fererra (starring Ethan Hawke and Dennis Hopper.)
Jay's entrepreneurial spirit is irrepressible. He’s the owner of five companies, a professional speaker and trainer, international real estate developer/investor, extreme sport enthusiast and emerging philanthropist. Jay resides in NYC with his wife Jamie, son Milo and dog Cooper. Visit Jay's official website: www.JayKubassek.com - Visit Jay Kubassek's Website |
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George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
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John PowerJohn Power, founder of Biltmore Franchise Consulting, has extensive experience developing and marketing franchises and business opportunities. He has been in and around franchising for over twenty years. From 1980 through 1990 he conceptualized, organized, and developed the American Video Association. He grew AVA to 2,000 national members, before selling the company it 1990. It was later merged into another home video marketing company. From 2000 to 2005 he worked as a contract marketing and human resources consultant to several local and national companies. In 2005 Mr. Power began working as a franchise development consultant on a full-time basis. Since that time he has helped more than three dozen companies initiate and develop their franchising program. He notes that there are many companies interested in developing a franchise program, and who need his specialized assistance. Mr. Power is a “hands-on” franchise consultant. He said, “I am the ‘nuts and bolts’ person who tends to the details for my clients.” Mr. Power holds a B.S. degree with a major in Marketing. See: www.biltmorefranchise.com You may contact Mr. Power at: jpower@biltmorefranchise.co - Visit John Power's Website |
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Staging DivaDebra Gould, aka The Staging Diva®, is President of Six Elements Inc., an internationally recognized home staging company. Inspired by many requests from aspiring home stagers wanting to start similar businesses, Gould created the Staging Diva Home Staging Business Training Program. Gould has trained over 1000 Staging Diva Graduates worldwide to start staging businesses. Buying decorating and selling six of her own homes in four years lead to an interest in real estate staging which she turned into a career with the launch of sixelements.com in 2002. Since then she has staged hundreds of homes in addition to teaching home staging training. Gould is the author of several home staging resources including a series of popular ebooks made up of a Design Guide, Color Guide and Portfolio Guide. For more information about Debra Gould visit stagingdiva.com. - Visit Staging Diva's Website |
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Ric Phillips Video - Communication Coach Ric Phillips is invited once again to be on CBC News TV on January 01 2009 to discuss how we can apply the coaching G.R.O.W. model to achieve our goals and New Year resolutions. You will see a 'calmer' more subdued Ric in comparison to his 2008 interview. Watch and compare and then go set some goals!!!
(CommunicationCoach.ca)
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