In today’s economy, when the competition is more fierce than ever, could you use some basic sales advice to help you get re-focused and back on track?

Have you ever “blown the chance” to really make a good first impression on the “big boss” because you were tongue-tied and couldn’t get beyond stammering your name?

Have you ever missed the chance to get an appointment because you were too scared to pick up the phone and follow-up on a really great referral?

What’s that got to do with basic sales advice?

The ability to sell youself is first step to getting what you want, either personally or professionally.

Selling yourself means starting a relationship that allow people to get to know you.  Here are three critical steps to building that relationship:

• Ask Questions
• Serve, Don’t Sell
• Follow-up

Uncover your prospect’s needs. In a networking environment, What kind of work do you do? How did you get into that business? What do you like best about it?

Focus on serving the other person, and in the process you will make a positive first impression. Here are three relationship-building questions:  Are you currently doing all the business you can handle?  How would you describe the ideal business referral for you?   May I have a couple of your business cards and stay on the lookout for you?

Within 24 hours, follow-up with a quick note, email, or phone call that reinforces how you met.  Re-state what you are looking for on their behalf.  Make this your mantra:

People do business with people they know like and trust.

When you focus on putting another person’s needs ahead of yours, that begins a solid relationship that can benefit both of you in the long-run.

Tip of the Day

My tip of the day is to attend a local meeting of Toastmasters International.  This program provides you weekly opportunities to gather with like-minded people who are committed to self-improvement in both communication skills and leadership.  Practice builds your confidence, improves your speaking skills, and increases success, both personally and professionally.

Visit www.toastmasters.org for a club near you. And please drop me a line about your experience.

In the meantime, take a minute to sign up for my free newsletter and free download the first two chapters of my book, Integrity-Based Communications.  You’ll find a few more stories and tips to increase your sales succcess.  And it’s a quick read.