How to Sell Yourself
Lisa Magnuson
Top Line Sales is the go-to partner for senior sales leaders who need their teams to close their largest opportunities—whether from new prospects or key accounts.
Trying to sell something if you’re not the sales type can be a daunting task. Visions of uncomfortable conversations, awkward posturing, and memories of past rejections can overwhelm even the most confident professional.
However, many of us are faced with some sales responsibility even if the word "sales" isn’t in our job description. Consider the following selling situations for non-salespeople:
?o?? If your group produces a product or offers a service, then chances are, you need to sell.
o?? If you’re going for a new job or big promotion, you can bet you’ll have to sell yourself.
o?? Most professionals must sell their ideas and points of view on a regular basis.
The days are gone when the full burden of selling lies solely within the sales department. So, whether you’re a chief executive, a departmental manager, or just trying to get ahead, let’s look at how you can sell yourself effectively.
Update Your Perceptions
Changing your perception of sales is the best place to start. What beliefs are holding you back from putting your best foot forward? Does the word ‘Sales’ conjure up negative memories? ?When you think about selling, does an image of ‘pushing’ unwanted products or services on hostile suspects come to mind? Or maybe you’ve been in situations where a salesperson was droning on 'at you' versus conversing ‘with you’.
Sales is Providing Guidance and Value
Fundamentally, selling is simply asking solid questions to uncover issues or opportunities and providing information and insights to help people solve those problems or capitalize on new opportunities. Successful salespeople know how to guide their prospects from initial interest to a deep dive into their biggest problems or opportunities and then share ideas or solutions that will enable the prospect to achieve their goals.
Your Winning Sales Mantra
If you follow this simple mantra, it will serve you well for any sales situation. The mantra is: ‘First them, then you.’? Them = your prospect, client, audience, hiring manager, etc.
Selling is NOT telling, selling is solving by collaborating, diving deeper, and aligning. (It’s not lost on me that I am ‘telling’ you. ??)
Practice!
I challenge you to take on a ?homework assignment to craft a presentation to sell yourself. Build your presentation around an upcoming opportunity to sell. Maybe you’re selling an idea to the C-suite or promoting yourself with a senior-level hiring manager. Here’s a rough outline you can follow. (Adjust based on your scenario.)
o?? Welcome.
o?? About ‘Them’: their situation, a problem they want to address, an opportunity they want to capitalize on.
o?? Learn more: delve deeper into their priorities. Why are they important?
o?? Discuss your ideas or solutions.
o?? Share the ‘Impact’ of your ideas or solution for them. i.e., the benefits they will enjoy.
o?? Summarize key points.
o?? Next steps. i.e., the path forward.
o?? Wrap-up.
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Build a Strong Foundation
One critical point: your personal PR plan works best on the foundation of a proven track record and your ability to achieve results. If you’re not as strong as you’d like to be, begin now. Continuously improve your skills, knowledge, and performance to build a strong foundation for selling yourself.
Seek Out Opportunities to Sell Yourself
Look for opportunities to promote yourself. In doing so, you will differentiate yourself. Here are 9 ideas to sell yourself in and out of your company:
1. Volunteer for high-visibility projects. (including executive briefs highlighting progress)
2. Share your successes in team meetings.
3. Offer to lead training sessions or workshops.
4. Network with colleagues across departments.
5. Update your LinkedIn profile with recent achievements and a selling mindset.
6. Write articles or blog posts on industry topics. (include a strong promotional bio)
7. Speak at industry conferences or events. (or offer to be on a panel)
8. Join professional organizations and prepare engagement questions in advance of each meeting.
9. Seek out informational interviews.
Enhance Your Personal and Organizational Reputation
Although selling yourself may sound self-serving, as you enhance your personal reputation, you are also furthering the reputation of your organization. Your success and visibility reflect positively on your team and company.
Conclusion
Selling yourself is not a luxury. It’s the key to accelerating your career success. By changing your perception of sales, building a strong foundation, providing value for others, and seeking out opportunities, you will effectively sell yourself and achieve your career goals.
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Lisa D. Magnuson, author of:
The Top Sales Leader Playbook: How to Win 5X Deals Repeatedly
The Top Seller Advantage: Powerful Strategies to Build Long-term Executive Relationships
The 48-Hour Rule and Other Strategies for Career Survival
Founder & CEO, www.toplinesales.com
Helping B2B SaaS sales reps and leaders reduce anxiety caused by anemic pipelines and missed quotas by formalizing processes, hiring top talent, and holding reps accountable. | Coach | Hiring | Author | Speaker
3 个月Very insightful, Lisa Magnuson. We all do have to sell at some point even if it is to other individuals at the same organization in which we work.
Your guide to bigger deals with bigger customers
3 个月Well done, Lisa Magnuson.. We often have to sell ourselves in a situation, and it's useful to think of that situation as a strategic sale.