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In Practise: Spirit at Work:
Spirit at Work
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by John Livesay |
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Do you want to sell yourself with more confidence to get hired? Do you want to learn how to sell your ideas with grace and ease? Do you want to find out how to sell yourself with passion to get promoted? If so, then this column is for you.
We all have to sell ourselves every minute of every hour of every day. With today's technology, clients and managers expect faster response time. This requires you to have the ability to think on your feet with new ideas, new solutions to problems that come up and endless energy and enthusiasm. So how do you do it?
It all starts with these three strategies:
1) Preparation
2) Detached -- Not being attached to the results
3) Passion for what you are selling
Preparation begins with knowing yourself. Though you may be interviewing to become an employee at a company, you are still your own brand -- YOU, Inc. - going to work for another brand or company. Consider what does your brand stand for? Once you know what your brand represents it is easy to look at the brand attributes of a company and see if they match. If they do, then you are working at the right place.
My personal brand is defined by integrity, passion and joy. These three elements are what allow me to sell successfully and enjoy the process. Here's how the brand matching works in business. Karen Katz, CEO of Neiman Marcus said in the September issue of W, "It's all about protecting the Neiman Marcus brand." When she found that a store was using Christmas bags in February so they would not waste the old bags, she said not to use them. It didn't fit the Neiman Marcus brand of excellence and quality.
So when you take the time to prepare a definition for yourself of your brand, then you are ready to respond to any situation. When you have the knowledge of who you are and what you stand for, your self-esteem stays consistent regardless of what anyone else says or does. You are then able to hear criticism or feedback without it getting you angry or upset. You realize it is one person's opinion and you decide if it has value or not. This is a great strategy to use when you are getting a job review or a complaint from a buyer. Listen, without reacting, and watch how it allows you to come up with calm, rational solutions.
In the show "Chorus Line" there is a lyric, "God I hope I get." If this is your self-talk when you are selling yourself for a job or a product, then you are attached to the results. This usually means you are not in the present moment and are worrying about the future outcome. When you are not in the "now", you are not relaxed and don't perform your best. We all have our "Olympic moments" -those times when you have to be at your peak performance. The final interview, the big audition or the big presentation are all examples of going for your own version of the gold. It's when the stakes are at their highest that you have to be the most prepared and relaxed.
One of the key phrases to say is "This or something better." So many times, people think this is my only chance to get hired or be successful. When you have that thought, you come from a place of scarcity. The universe is abundant with opportunities. When you know your thoughts create your experience, you can always create more.
In my book, The 7 Most Powerful Selling Secrets, I share one of my personal favorites, "Sales come to me from sources expected and unexpected." If you think you have to only have sales come from an account that you know you are working on, then you don't allow for the possibilities that your mind doesn't even conceive of to happen. I have received many sales from clients that I didn't think were going to buy from me. Lucky Jeans is an example - they unexpectedly called me one day to advertise. I kept an open mind and kept in touch with them even when they were dormant because I cared about their brand and liked them. When they were ready to start advertising after a two year absence, they called me first. I didn't forget them and they didn't forget me.
This shows the importance of having passion for what you are selling. This includes being passionate about who you are and what you have to offer. If you are interviewing for a job, you have to be passionate about what you have to offer and show that you are passionate for that particular job -not just any job. When you are passionate, you are willing to prepare for the interview and the whole process starts over again. When you are selling a product or service, you need to be passionate about the benefits that it delivers. The next step is to be both a resource and ally to your buyer. You do this by learning what the buyer's business needs are so that you can help make their job easier with your product or service.
Recently, the Los Angeles Times wrote that Nike was a "marketing genius" for their successful "Stay Strong" yellow wrist bands supporting the Lance Armstrong Cancer Foundation. Celebrities are wearing them and they are sold out. Nike is one of my advertisers in W magazine so I called them to congratulate them. They had not seen the article since they are based in Portland. They were so appreciative and we were able to talk about how great the charity is and I further strengthen my bond with them as someone who is a resource and ally.
So remember PDP-Prepare, Detachment from the results and Passion are the three secrets to selling yourself. Please email me at john@johnlivesay.com and share examples of how you have done this.
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John Livesay,
Author
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John Livesay, author of The 7 Most Powerful Selling Secrets: Soar Your Way to Success with Integrity, Passion and Joy, combines 20 years of sales experience into a concise easy to read book to be used as a reference for anyone who wants to be, or already is, in the world of sales.
Having won the W 2003 salesperson of the year award and serving as West Coast Ad Director for W magazine for the last seven years, John has parlayed success after success into a flourishing speaking career on the national circuit.
John's speaking clients range from Range Rover, Charriol, Volvo, Charles David and Jaguar. John is also busy these days as a highly sought after motivational coach to numerous Hollywood celebrities and personalities.
John keeps faithful to all he practices, and inspires others to achieve a new level of success.
The 7 Most Powerful Selling Secrets:
Soar Your Way to Success with Integrity, Passion and Joy
Email your comments & questions for John:
John@johnlivesay.com.
Website:
www.johnlivesay.com
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