Peady’s Selling Engagement
It’s election season and all the politicians are jostling for your vote. All of them putting forward the argument on why they are best, why they deserve to win.
As a media sales person you’re no different. Every time you pick up the phone, send an email, conduct a meeting you are seeking a vote, wanting to be “elected” by the client.
Your Brand
It’s important to brand yourself. Your “sales brand” is your differentiator – the way you stand out from your competition. In an increasingly commoditised and competitive business world your brand is how you cut through. But it’s not just one brand….there are three.
- Internal
- Personal
- External
Internal Brand: How are you seen within your business? Do you get the right resources? Do you get lots of questions? Do you ask for things? Are you respected by your peers and managers? Are you a leader?
Personal Brand: What does your personal brand look like? What ongoing education are you undertaking? Do you dress for success? Your grooming? How do you walk and talk? Is your body language positive?
External Brand: The most important one. What do you do for clients? Is your prospecting professional? How do you prepare for a meeting? What do you need to know before you get there? How do you deliver post-sale service?
For sales people the election never ends. The accountability is ongoing. Will you get your party across the line?
About the author
Stephen Pead is a media industry veteran of 30 years with significant experience in direct sales, sales management and general management. He is based in Sydney and specialises in helping SME’s market their businesses more effectively and providing training for salespeople and sales managers.
He can be contacted at [email protected]