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THE SECRET OF SELF-MARKETINGTHE SECRET OF SELF-MARKETINGSELLING YOURSELF AND YOUR SELLING YOURSELF AND YOUR
SERVICESSERVICES
DIANA EDMONDSDIANA EDMONDSMANAGING DIRECTORMANAGING DIRECTOR
INSTANT LIBRARY LIMITEDINSTANT LIBRARY LIMITED
IFEG CONFERENCEIFEG CONFERENCE
7th September 20007th September 2000
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INSTANT LIBRARY LIMITEDINSTANT LIBRARY LIMITEDTHE CHARNWOOD WINGTHE CHARNWOOD WING
GAS RESEARCH AND TECHNOLOGY CENTREGAS RESEARCH AND TECHNOLOGY CENTREASHBY ROADASHBY ROAD
LOUGHBOROUGH LOUGHBOROUGH LEICESTERSHIRELEICESTERSHIRE
LE11 3GSLE11 3GSTEL:01509 268292TEL:01509 268292FAX: 01509 232748FAX: 01509 232748
EMAIL:[email protected]:[email protected]://WWW.instant-library.comHTTP://WWW.instant-library.com
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SUCCESSFUL SELLING SUCCESSFUL SELLING REQUIRESREQUIRES
•A GOOD PRODUCTA GOOD PRODUCT•A CONFIDENT SALESPERSONA CONFIDENT SALESPERSON
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IF YOU ARE SELLING IF YOU ARE SELLING YOURSELF THE PRODUCT YOURSELF THE PRODUCT
IS YOU!IS YOU!
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TO INCREASE CONFIDENCE, TO INCREASE CONFIDENCE, TAKE CONTROL OF THE TAKE CONTROL OF THE
SITUATION SITUATION
PLAY THE GAME PLAY THE GAME
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INTERVIEW TECHNIQUESINTERVIEW TECHNIQUES
•Arrive earlyArrive early
•Make an entranceMake an entrance
•Firm HandshakeFirm Handshake
•Don’t freeze upDon’t freeze up
•Be positive about the pastBe positive about the past
•Knowledgeable about the futureKnowledgeable about the future
•Make a good exitMake a good exit
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IMPACT COMPRISESIMPACT COMPRISES
•50% Appearance50% Appearance
•38% Voice38% Voice
•12% Content12% Content
- and is made within 3 minutes- and is made within 3 minutes
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CONSIDER YOUR TARGET CONSIDER YOUR TARGET AUDIENCEAUDIENCE
•Dress appropriate to the environmentDress appropriate to the environment
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WARDROBE BASICSWARDROBE BASICS
•No cardigansNo cardigans
•SuitSuit
•Small doses of colour near faceSmall doses of colour near face
•Discreet jewelleryDiscreet jewellery
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CLEANLINESS IS NEXT TO CLEANLINESS IS NEXT TO GODLINESSGODLINESS
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IF YOU ARE SELLING IF YOU ARE SELLING SERVICES, THE QUALITY SERVICES, THE QUALITY
OF SERVICES IS OF SERVICES IS IMPORTANT - BUT SO ARE IMPORTANT - BUT SO ARE
YOUYOU
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PROVIDE WELL-PRESENTED PROVIDE WELL-PRESENTED DOCUMENTATION IN DOCUMENTATION IN
ADVANCE OF THE MEETINGADVANCE OF THE MEETING
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MEETINGSMEETINGS
•Be earlyBe early
•Choose your positionChoose your position
•Know what you wantKnow what you want
•Be pleasant - but firmBe pleasant - but firm
•Don’t be ridiculedDon’t be ridiculed
•Gain Formal Agreement Gain Formal Agreement
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PRESENTATIONSPRESENTATIONS
•PreparePrepare
•Closed jacketClosed jacket
•Avoid mannerismsAvoid mannerisms
•Start with a smileStart with a smile
•End with a rallying statementEnd with a rallying statement
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SELF MARKETINGSELF MARKETING
THE SECRET THE SECRET
IS IS
YOUYOU