Why Creating a Personal Brand For Salespeople Is Important
I recently had the opportunity to interview Steve Schiffman for the third time. Steve is a corporate sales trainer that has trained over 500,000 sales professionals at over 9,000 companies.
In this interview, Steve talked to me about his book Secrets of Selling Services and specifically about Why Creating a Personal Brand For Salespeople Is Important.
Why Creating a Personal Brand For Salespeople Is Important Transcript:
Every salesperson should be creating a personal brand …
… around themselves. It’s a massive differentiator.
I am creating a personal brand and I do it by interviewing first-rate authors like yourself. It helps me build credibility. First of all, why would someone want to build a personal brand and secondly, how do they go about it?
It goes with what I said before — innovation. You have to separate yourself from your competition. If I choose ten salespeople selling the same service — they will look the same, they will act the same, they will ask the same questions and they will answer the same questions the same way.
You have to be different. You have to find something within yourself that separates you out. I don’t care what that is. It could be in the way you dress. It could be in the way you stand. It could be in the way you speak. In the way your present something. But you have to do something different that’s going to make you stand out.
If you’re like everybody else, you’re like everybody else and no one’s going to remember you. No one will remember. You’ve got to find a way in which you can get people to listen to you and down the road think, “Gee, I remember that.”
I wouldn’t go as far as this — but I actually like the concept. Ask your prospect if you can use your cell phone to take a photograph of them, explaining that you want to be sure you can remember them. Now, that may sound ridiculous, but it separates you out.
I remember a guy years ago from GBC, a stationery company. At the end of the sales call and after you bought something, he would give you a hug. Now, this guy was an animal. I mean, he was as big as he could be. But in giving you that hug, he just got you there. You couldn’t forget him. You could never forget this guy. Now, that may sound a bit extreme — but how extreme is it, really?
You can order Stephen’s book by clicking this link: Secrets of Selling Services: Everything You Need to Sell What Your Customer Can’t See—from Pitch to Close
Or clicking on the image below.
You can connect with Steve at his website www.steveschiffman.com