Sales Best Practices:
By Dave Kahle (6/15/09)
There is something about a superstar salesperson. They radiate confidence, and they make an impression that you notice and remember.
That's because they understand, and implement, this best practice. They intentionally and thoughtfully cultivate a unique personal presence. They understand that they will be more effective if their customers remember them positively and so they work to stand out in the customer's mind.
What makes this best practice so interesting is that it arises out of the unique combination of strengths and experiences of each individual salesperson. It requires that each salesperson look at himself/herself with an objective eye and to identify those portions of himself that can be accentuated to build a powerful personal presence.
For example, I inherited my mother's DNA as it related to the color of my hair. It turned pure white a number of years ago. So, I decided to build on that, and wear it longer than may be fashionable. It's OK, its part of my personal image. Here's another piece. Because I travel so much, I've gotten packing a couple of week's worth of clothes into a carry on bag down to a science. Wearing silk T-shirts instead of starched dress shirts and ties saves a lot of room in your suitcase. Since I discovered that a few years ago, I've gone to wearing nothing but them. It's part of my unique personal presence.
That's the kind of thing we're talking about here. Using your unique combination of attributes and experiences to forge a personal presence that is positive and memorable - that makes you stand out in the customer's mind.
That's what the best do. That's why it's a practice of the best.
About Dave Kahle: Dave Kahle is one of the country's leading sales training educators. Since 1988, Dave has worked with over 400 companies, helping them to increase their sales and develop their sales people. He's been published over 1,000 times, writes a weekly Ezine (subscribe for free at http://www.davekahle.com/mailinglist.htm), and has authored seven books. He has a gift for creating powerful sales seminars and training events that get audiences thinking differently about sales. Dave's website is available at http://www.davekahle.com, and you can follow his sales blog at http://www.davekahle.com/salesblog.
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