Tag: art of selling


06

Jan 2017

Build Your Personal Brand—An Imposing, Edgy Style

When you make a sales call you’re selling two products: yourself – a personal brand you have so carefully cultivated – and the product you represent, and have determined fills the prospect’s need so well. Your personal brand makes you stand out from your competition – the others who are equally intent on making the same sale you are pursuing. Your personal brand is defined...

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09

Dec 2016

Just Exactly What Should a Salesman, and a Sales Personality, Look Like?

In most people’s image a salesman is alternately romanticized, and vilified, neither viewpoint entirely correct. Spontaneity, intense emotion, attractive appearance, outgoing personality, instant persuasion at the drop of a hat… All contribute to the positive view of a born salesman’s image. This “destined-to-be-a-salesman” type shares an image with politicians – substance not required – heavy emphasis on form. Form – composed of outgoing personality, and...

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23

Nov 2016

The Sales Personality

The term, “sales personality,” is easily mistaken for an extrovert’s energetic, take-over-the-room style—capable of making anyone feel instantly at ease. But, while attractive, outgoing style has value only when combined with a few behaviors, available equally to even the most committed introvert. A personality, outgoing , or shy, is like a child. You can’t objectively recognize its shortcomings any more than a proud parent can...

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17

Nov 2016

You are not unusual if a selling role is not an immediately comfortable fit.

Selling Skills Selling skills center about behaviors, with skills required of selling not perfected at once; they’re acquired through a process. One focused considerably on change in a few, probably comfortable, legacy behaviors. One such common behavior—when a tendency to avoid confrontation is a preference, you are not unusual. But a first change in selling behaviors is development of an assertive style. Assertiveness, not to...

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