“People buy from people they know, like and trust” is a time-tested sales motto. 

To make the sale, it becomes essential to distinguish your personalbrand.

We each have a unique DNA and upbringing. Accordingly, who you are plus your experiences have shaped your views on life. In your quiet time, reflect on the major lessons you have learned to include:

-      Why you chose your field of expertise

-      How you uniquely serve clients

-      What you believe to be the benefits found in working with you.

As you capture these thoughts, transform them into a short personal story. Use the reporter format of “who, what, when, where and why”. The next step is to convert your personalized summary into an engaging verbal communication of two minutes or less.

With a smile on your face, practice speaking to your reflection in the mirror. This is to be certain you look relaxed, happy and genuine in preparation for sharing your personal story with intended clientele. 

After introducing yourself to your prospect, ask for their story first with the idea in mind to make your own story relatable. The goal is to develop the human connection.

Following these steps will move the sales process forward on a positive note.

Sales Lesson:

Early in my career, I was a nervous wreck when faced with the need to speak with high level executives. A public speaking class became a requirement. The lesson learned was that business is professionally personal. Getting to know the other person before ever attempting to sell made all the difference for sales success.

3-Step Challenge:

1. Develop your story today.
2. Practice telling your story.
3. Observe how your story is received with prospects to gain flexibility in answering questions.

For Additional Sales Strategies, Read:

The Smooth Sale Blog

Originally published on Linkedin Pulse.