Dear Matt: They say a good salesman can sell anything. Well, I am in sales, and I'm not selling anything. Is it me? Is it the economy? What tips can you provide that can help me become a better sales person?
Matt: One thing I always tell people is that even if they are not in "sales" they still have to work on selling themselves. We have to sell our ability to do the job to our employers, customers and clients - no matter what career you are in, or job title. We have to sell ourselves in the job search through a résumé, and in an interview.
When times are tough - like they are now - it's all about reinventing yourself to give your customers (or employers) what they want and need, says Paul Wallerus of C&M Construction Consultants, a Twin Cities firm that specializes in financial management and auditing for the construction industry.
"The driving factors in today's market are not just about the service you provide, but also about how you can save your company money," says Wallerus. "Look at ways that you can differentiate yourself and your product. If you can't find anythingthatmakes you and your company stand out - create something."
Skip Anderson, founder and president of St. Paul-based Selling to Consumers- Sales Training to Sell More (www.sellingtocustomers.com), says it's important to take the focus off of you, your company and your product. Selling is all about your prospect and only a little bit about you, he says. The same goes for the job seeker - don't focus on you and what you want or need in your career; focus on what you can bring to employers and how you can solve their problems. Anderson says that despite the volumes of advice about closing the sale, the single biggest selling error he sees is salespeople who simply don't ask for the business. Do you want your customer to buy? Then ask them. Do you want the job? Then ask for it, and back that up by creating real life examples of how you will help the company succeed if you are hired for the position.
There is a correct amount of time to spend with your prospect, says Anderson. Spend less time and you're missing opportunities, spend too much time and you may bore or irritate your prospect. The same goes for the job search. Don't spend all your time focusing on one job. If you have a lead, look for others until you secure the one you want.
Just remember, we are always selling ourselves - whether we realize it or not.
Matt Krumrie is a freelance writer from Inver Grove Heights, and has nine years of experience reporting on the employment industry. This column will answer readers' questions. E-mail questions or subject ideas to askmatt@startribune.com.