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

INSTANT LIBRARY LIMITEDINSTANT LIBRARY LIMITEDTHE CHARNWOOD WINGTHE CHARNWOOD WING

GAS RESEARCH AND TECHNOLOGY CENTREGAS RESEARCH AND TECHNOLOGY CENTREASHBY ROADASHBY ROAD

LOUGHBOROUGH LOUGHBOROUGH LEICESTERSHIRELEICESTERSHIRE

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EMAIL:de@instant-library.comEMAIL:de@instant-library.comHTTP://WWW.instant-library.comHTTP://WWW.instant-library.com

SUCCESSFUL SELLING SUCCESSFUL SELLING REQUIRESREQUIRES

•A GOOD PRODUCTA GOOD PRODUCT•A CONFIDENT SALESPERSONA CONFIDENT SALESPERSON

IF YOU ARE SELLING IF YOU ARE SELLING YOURSELF THE PRODUCT YOURSELF THE PRODUCT

IS YOU!IS YOU!

TO INCREASE CONFIDENCE, TO INCREASE CONFIDENCE, TAKE CONTROL OF THE TAKE CONTROL OF THE

SITUATION SITUATION

PLAY THE GAME PLAY THE GAME

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

IMPACT COMPRISESIMPACT COMPRISES

•50% Appearance50% Appearance

•38% Voice38% Voice

•12% Content12% Content

- and is made within 3 minutes- and is made within 3 minutes

CONSIDER YOUR TARGET CONSIDER YOUR TARGET AUDIENCEAUDIENCE

•Dress appropriate to the environmentDress appropriate to the environment

WARDROBE BASICSWARDROBE BASICS

•No cardigansNo cardigans

•SuitSuit

•Small doses of colour near faceSmall doses of colour near face

•Discreet jewelleryDiscreet jewellery

CLEANLINESS IS NEXT TO CLEANLINESS IS NEXT TO GODLINESSGODLINESS

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

PROVIDE WELL-PRESENTED PROVIDE WELL-PRESENTED DOCUMENTATION IN DOCUMENTATION IN

ADVANCE OF THE MEETINGADVANCE OF THE MEETING

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

PRESENTATIONSPRESENTATIONS

•PreparePrepare

•Closed jacketClosed jacket

•Avoid mannerismsAvoid mannerisms

•Start with a smileStart with a smile

•End with a rallying statementEnd with a rallying statement

SELF MARKETINGSELF MARKETING

THE SECRET THE SECRET

IS IS

YOUYOU