image

Selling with Personal Image

In this article you will learn three key points:

  1. What is personal image for business?
  2. What is the importance of personal image in sales?
  3. How to build the image of a successful salesperson?

What is personal image for business?

Personal image for business refers to the way you present yourself professionally to clients, leaders, and people of interest. It includes physical aspects (the way you present yourself), psychological aspects (the way you think), and behavioral aspects (the way you act).

What is the importance of personal image in sales?

The importance of personal image in sales is essential to make a good first impression, establish credibility, create an emotional connection and overcome potential client objections.

Check out some data that proves it!

1. Make a good first impression

You only have 27 seconds to make a good first impression. This means that your appearance, attitude and body language will send messages to the customer even before you say anything.

The data suggests that the image of a successful salesperson is that of a confident person (83%), who smells good (68%) and is well dressed (42%). Smiling (53%), being polite (53%) and making eye contact (49%) also contribute to a good first impression.

2. Establish credibility

People decide whether you are trustworthy or not in one tenth of a secondWhile much of that judgment is based on things you can't change — like looking too young or having feminine features — one study suggests you can improve your body language to strengthen your self-image. For example, smile more and mimic the customer's behavior.

3. Create an emotional connection

He 95% of purchasing decisions They are unconscious and driven by emotion. Learning what a salesperson's personal image should look like can help you make your reps more friendly and empathetic, which will make closing sales easier.

4. Overcome objections

Sellers who understand buyers' objections have a success rate of 64% In closing, understanding the importance of personal image in customer service and support can help you overcome obstacles related to professional authority.

That is, if prospects see salespeople as someone who knows what is best for them (subjective aspect), it is easier to overcome other, more objective objections, such as price or payment terms.

How to build the image of a successful salesperson?

Once you recognize the importance of personal image in sales, you must take concrete steps to improve it in your company. Here are five practical tips for building a salesperson's image with EBE (Evidence-Based Implementation). I deepen this in my training. Master in Sales, which you can find on my website.

1. Be transparent

In my 30 years as a brain and spirit coach, I have found that the 85% of customers would stick with a brand during a crisis if it has a history of transparency. Therefore, a salesperson's personal presentation should be based on honesty and transparency at all stages.

2. Present the pros and cons

Not everything is perfect, and people know this: sharing one or two opposing viewpoints is more persuasive than sticking to your argument alone. This is because people assume you are being transparent about the limitations of the product or service, putting your consumer's interests before commercial interests.

3. Adjust the speed of your speech

When we talk about the importance of personal projection and image for the success of a company, the rhythm of your speech makes the difference. These are the “rules of the game” for a salesperson. Master in Sales by Dr. Roch:

  • If your prospects are likely to disagree, speak faster. This gives them less time to argue against you.
  • If your potential customers are likely to agree, speak more slowly. This gives them more time to evaluate your arguments and reflect on their own.

4. Pay attention to non-verbal aspects

He 55% of the impact of a message is non-verbal. Facial expressions, body postures, physical distances and gestures are examples of this.

5. Promote empathy

He 49% of customers wants agents to be more empathetic. Practicing active listening, modulating the tone of voice and adapting vocabulary to each person are crucial techniques for an excellent personal image in business.

Thank you for reading me. If you want to delve deeper into this extraordinary profession of Master in Sales, look for the dates of my next training on my website and follow me on my social networks: @DrRochOficial.