Be, Do, Sell

You have the best product out there, with the best price and customer satisfaction guaranteed, yet you're not selling as well as you'd like. So, what could be the problem? "People buy the salesperson first, the product second, and the company third," says sales and business coach Diane Helbig. "It's critically important that you be the kind of person who others want to buy from. You can't do this by working at being someone you're not, nor by trying to sell. Just be."

According to Helbig, there are 3 Be's to adopt. Try these out:

Be yourself

It takes less effort to be yourself than it does to create a persona. Besides, people can spot the mask a hundred miles away. Their guard will be up before you realize it. Why? Because your focus is off. It's on you (or should I say, your creation of you) - not on them. The 'you' who you really are will resonate with people - so do yourself a favor and embrace your genuine self.

Be a giver

Don't focus on what you want to get. Focus on what you can give. 'What goes around, comes around.' 'The smile you send out returns to you.' Sound familiar?

Listen. Learn all you can about the person you are interacting with. Find out if there are ways you can help them and have a positive impact on their day. Don't sell them. People don't like being sold - do you? People DO like to feel respected. They want to know you have their best interest at heart. That's something you can't fake.

Be knowledgeable

Know what you are talking about and state it simply. Don't try to wow someone with your 'vast knowledge.' That's obnoxious. Once you've listened and learned, you are in a better position to share from your knowledge base and experience. What you have to say will resonate with others.

They'll want to hear it because they know it is coming from your genuine self. They'll know it's coming from a position of giving, not getting. And they will know that what you are telling them is true - because you are.

"Selling is easy - when you are yourself," says Helbig. "Try it on and see how it fits! I have a feeling it'll fit better than trying to be someone you're not."

Diane Helbig is a Professional Coach, and President of Seize This Day Coaching. She works one-on-one and in groups with small business owners, entrepreneurs, and salespeople. Visit her website at http://www.seizethisdaycoaching.com.