1. This topic is for the professional who wants to ensure that he can manage to persuade all his customers.

2. Everyone likes to talk to sales people who know their own limits and can work with their best features most of the time.

3. Great sales people know how to keep true to themselves.
4. Irrespective of the product you have to deal with knowing yourself is important to stay within proper limits and ensure the customer gets to see the best of you.

• KNOW your stuff (capabilities, product, service, advantages, shortcomings)

Question Yourself ?

• • Do you know what you are good at?
  • Have you studied you sales techniques?
  • So you know what it is that you do well?
  • Have you taken feedback from you customers on why it is they buy from you?

Author Suggests

• • You need to know your best pitches.
  • You need to know what you are good at.
  • You need to work with what you are great at and sell it more often.

Question Yourself ?

• • Have you informed you customer about the advantages of dealing with you?
  • Have you sold your own image to the customer?
  • Who else will do brand building for you in the sales call?

Author Suggests

• • You should do a little bit of brand building for yourself. In order to learn about Brand Building <>.
  • You should be able to convince the customer enough to build trust in your brand.
  • I have seen situations where a customer is not made aware of the full potential of a salesman/firm because of a lack of self-awareness.

Example of the Situation

• • Imagine a situation where you are a shop keeper and the customers asks for a product and we do not even know and understand the use of the same.
  • Any salesman who is selling without being made aware is working on the rules of probability and he does not improve his probabilities with time.

Words of Wisdom

• • The law of averages makes every sales man a success in time but it the quality of sales that will differentiate a common sales man to a great one.

Author Suggests

• • The variety of salesman available in the market make it impossible for the customer to differentiate one form the other basis a common denominator.
  • However a salesman who is aware of his self-potential is able to convince the customer of his abilities and is thus able to realize the true potential of a customer’s worth.