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By Patricia Gardner
Since most people were raised to believe that “tooting one's own horn” is bad behavior, even the most ambitious salesperson may hesitate to market himself or herself effectively. What about you?
Fortunately, thanks to your years of sales experience, you have all the tools you need to move ahead. All you have to do is learn to reapply them to your own development. If you don't use your skills to your advantage you are making a huge career mistake.
Consider the basic sales tools: an initial benefit statement, knowing which questions to ask, handling objections, closing techniques and effective listening. Now, think about how you can use these techniques to your advantage around the office. It sounds easy, but studies show that most people simply do not do it.
- Refine Your Image
How you are perceived in an office is as important to your career as the work you do. Your image is based on how you dress, your grooming and your personal style. It may not seem fair, but we are judged on our professional persona, which includes our physical appearance.
Women should not wear either provocative or dowdy clothing. A suit and sensible, professional shoes are always appropriate. For men and women, if you need help choosing your clothing, go to a major department store and get some professional help. If you are on a tight budget, mix and match to get optimal use out of your clothing. It is also important to invest in good quality, professional casual wear or you will ruin the image you have worked so hard to create.
Update your hairstyle and glasses, and women, make sure your make-up is also modern, chic and age-appropriate. Hairstylists are always happy to make suggestions and you can often get free advice at department store makeup counters.
- Learn to Manage Your Manager
The first step in your own professional success is to help your boss succeed. To get started, sit down and have a meeting with your manager about how he likes to work with his employees, what his goals are and what criteria are being used to measure his performance. When you make a sale, have your manager's goals in mind. That way, when you make a sale, you can let him know how it helped him reach his goals, which enhances your own value.
- Don't Have a Bad Day in the Office
Successful people always behave professionally. They don't get in bad moods or alienate their co-workers. So leave all of your problems at the door when you arrive at work. Never verbally admonish anyone in the office in front of others. When promotion time rolls around, 90% of companies will ask a variety of people for their opinions of what it's like to work with you. They want to know how you will perform under pressure. So, keep in mind that the nicer you are on the way up, the higher you will go.
- Support Your Boss
Top-notch professionals who want great careers communicate regularly with their bosses. They consider how they can support their boss and regularly go out of their way to do it. The best people I've had work for me stop by my office at the end of the day and say, “Hey, is there anything you need from me before I go home?” It shows initiative and a great team attitude.
- Take an Interest
If you want your organization's leadership to notice you, make a conscious effort to develop a reputation as someone with a great work ethic and a commitment to the interests of the company. Meet with people in various departments and honor the time and information you can receive from them. You will learn about the products from many different aspects and increase your knowledge and, in turn, sales. Service people are thrilled when a salesperson meets with them and asks for their input.
What does it take to truly shine in the workplace? Top communication skills, a trustworthy attitude and sincerity. Reach out and make connections around the office. Don't be afraid to meet with the COO about his or her goals and responsibilities. If you are lucky you might be invited to a golf outing—one more opportunity for you to project a polished, professional image.
Remember, you are a consummate sales professional. Start selling yourself by using your sales and marketing skills to your advantage. You already know what to do. With just a slight change in focus, everyone else will know it, too.
You can learn more by taking these AMA seminars:
Author Bio: Patricia Gardner is president of Maximum Sales, an executive management and sales training consulting firm. She is also the author of a new book, The Million Dollar Sales Call. For more information, visit www.maximumsales.com .
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