In the heady pursuit of success, the fatal mistake many salespeople make is they ‘sell’ and self-promote all the time. This trains people to ignore them much like TV ads that are in your face so much, after a while we simply don’t see or hear them.
So with more people selling, (than ever!) than buying, how do you compete in an overcrowded and self-focused market place?
Step 1: Do the exact opposite of what the majority are doing in your space. Give customers choice, either ‘same-same’ or you. Most salespeople are focused on ‘the sell’ ― you need to be the minority of unique and interesting people buying!
Step 2: Understand that buying means buying-in and contributing by taking a genuine interest in your customers and their best interests. Move from a ‘self-focused’ state (all about me and what I do) ― to a ‘selfless’ state (all about others and how I can help them).
Step 3: Rethink your ‘value proposition’, and redefine what you do and how you contribute with real value and benefits.
Step 4: Get out into your market place and buy the pants of your competitors!