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Being memorable is key to success in sales. Valerie Sokolosky, president of the executive coaching and consulting firm Valerie & Company, shares five ways sales professionals build personal brand equity.
BRAND YOURSELF through your professional presence.
First impressions count! What message are your clothes sending? Are you trendy, conservative, fashionable or outdated? What about your grooming? Your hairstyle, facial hair, scuffed shoes and too much cologne or perfume can speak volumes before you open your mouth.
BRAND YOURSELF as a valued partner.
Knowing your customer’s background, services and products gives you an edge. Research the company, read its publications and peruse its annual report. Think and talk like your customer.
BRAND YOURSELF with strong communication skills.
Learn how to quickly read your customer’s style and preference in working with you. What’s the best approach? Should you take time to chat or immediately get down to business? Mirror their style, and you’ll build a stronger relationship.
BRAND YOURSELF by staying one step ahead.
Anticipate what your customer wants or needs. Anticipate what might be going on in the company or on the team. Be fully prepared for questions, and always be truthful when you’re asked something you don’t know. Just say, “I don’t know, but I’ll find out.”
BRAND YOURSELF as being socially savvy.
Practice good dining etiquette. Be a good conversationalist. Mix and mingle rather than staying in one spot. Ask open-ended questions, and then really listen.