How To Build Your Personal Brand As A Salesperson

Branding, the process of creating an emotional connection to a company or product, has been the subject of many studies and much research. Most of that research has revolved around the companies who have a high or low reputation and what to do to enhance the brand.

Here, we discuss the qualities you need to build you own brand, the skills that can make a real difference in how you are perceived by prospects and clients alike.

* Be Up-To-Date

What you display every day will tell your market how they will benefit from you and your products and services. You need to keep your knowledge and ideas of the competition, the market and the products that serve your customers up-to-date. Nothing affects your branding more than having an outdated, outmoded knowledge of what you stand for. Strong brand are always improving. You should be no different.

* Know What Your Competition Is Doing

You need to always be on top of who else your target market is looking at, and what new services and products they offer. Remember to watch their online offerings, keep up to date with what special offers they have in their armoury. Sett up RSS Feeds from your competitors, search them out on Google Alerts and follow their companies on LinkedIn.

* Crank Up The Value You Offer

Prospects today know what you and your competitors offer as much as, if not more than, you do. Therefore, the value you offer to the market has to been seen to be value-able to them now and for their future. You improve your personal brand exponentially as your value improves.

* Spend Time Revising, Refining & Re-Evaluating Your Brand

Your activities and your presence in the market place gives a clear message about you. Whether you’re looking to expand your career, expand your sales or create job opportunities, you need to identify what you can do to build your reputation. So think about how you can revise what you do daily, refining the qualities you show at every touch point.

* Keep Updating Your Relationships

There are many things you can do to keep your network updated. Using media like LinkedIn can build those close networking skills.

  • Connect your contacts by sharing your connections with other people.
  • Ask how you can help or be of service to your network contact.
  • Let your network know about valuable resources you have to offer
  • Invite people in your network to attend events with you.
  • Build your network by attending social events.
  • Update your social media sites by staying current with posts on LinkedIn, Facebook, or Twitter.
  • Send an online newsletter.

Having a strong personal brand will create more chances for sales than you can imagine. People will look to you for your expertise, your experience and the confidence you build. Your personal brand will speak volumes about you, so make sure you keep the momentum going.

Happy Selling!

Sean McPheat

Managing Director

MTD Sales Training

(Image by KROMKRATHOG at

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Internet Killed The Telesales Star?

32 years ago Brit band “Buggles” released their smash hit “Video Killed The Radio Star”, which paid homage to the way that technological advantages in television had crushed the success of the radio with its modern capabilities.

In today’s modern world, could we now be seeing the start of a new revolution? Has the internet and social media killed off the more traditional ways of selling? The outdated methods of cold calling, face-to-face networking and door to door sales are failing fast in the face in the ever-blossoming rise of the internet.

In order to understand how has this come about we need to look at the way selling has evolved over the last 30 years.

The Evolution of Selling 

The way that we sell has gone through massive changes over the last few decades. Let me explain the evolution of the sales process to you:

Essentially we have moved from an era whereby sales professionals would just turn up and roll off their sales pitch to the buyer – which was nothing more than a one-way monologue in which the sales person would simply push their product or service on the client – to the realisation that in order to sell a product or service to a client, sales professionals need to pull out the problems the buyer is having during a two-way discussion and THEN show why their product or service would be a solution to these problems.

This process took an even greater leap forward with the invention of the internet, as buyers now had a world of information at their fingertips, meaning that they could “google” all about the product or service, the company and even the sales professionals themselves before they decided to enter into the sales process.

Today, the buyer is now even more informed and knowledgable about you, your company and your products and services than ever before, as they not only come prepared with vast amounts of information about the product or service, but they also engage in a dramatically high level of social media discussion – in which they can gain peer recommendations about who they should be buying from and potentially be discussing your company with past customers and even your main competitors.

The Modern Day Buyer

So the big question then: who is the modern day buyer and how do they now decide to make a purchase?

Today’s buyers are much more sales savvy than their predecessors – they conduct research online about your products and services, your company, your competitors and they can even find out information about you on a personal level as well.

They want more choice, they want more for less, they want to bash your prices down and play you off against your competitors until you are practically giving it away! Buyers today are much more ruthless than many sales professionals realise – and this is because they are far more prepared and well informed than ever, before you even get the chance to speak to them.

There are some big questions you should be asking yourself when it comes to engaging with the modern day buyer. What online tools are they using to find out about you, your company or your products and services? What discussions are they having with other potential customers, current customers or even your competitors about your products or services?

Your buyers are an upgraded version of those you have encountered before; they have changed the way that they buy…but have you changed the way that you sell?

Cold Calling R.I.P?

Cold calling as we know it is dying. Sales professionals hate making cold calls and people hate receiving them. Just look at these statistics and you will see why cold calling is fast becoming a dying art form:

  • 73% of decision makers won’t accept an inbound cold call – Market Transformations
  • 90% of consumers trust peer recommendations – Nielsen Global Online Consumer Survey
  • 2 out of 3 decision makers place more trust in their own research than in sales people – Market Transformations
  • 90% of buying decisions are based on internet research – Gartner research

People want to buy; they don’t want to be sold to – so going in for that hard sale just a few lines into a cold call that your buyer didn’t even want to receive is not likely to get the desired response.

What you should be doing is “smart calling” – you need to make a connection with your prospective client first, by starting a discussion on Facebook or LinkedIn, or tweeting them an interesting link on Twitter which might help them solve a problem they are having. Once you’ve built this initial relationship with your client in the online environment they are most comfortable in, then  – and only then – do you make the call.

The Social Media Revolution

The Social Media Revolution is well and truly upon us and here are some interesting facts you that should know:

  • More than 30 billion pieces of content are shared each month on Facebook – Facebook Press Office
  • Twitter gets more than 300,000 new users every day – The Chirp Conference
  • A new member joins LinkedIn every second – LinkedIn Press Centre

There has never been a more vital time to be out there on the internet, where you can be found, interacting with potential buyers and making a proactive effort to be involved with the discussion and sharing happening in the world of social media.

You need to contribute to groups, forums and discussions. You need to position yourself online as a trusted advisor and industry expert, who can be relied upon to give good, solid and honest advice to support your buyers with whatever queries they may have.

Everyone likes to feel like they are getting something for nothing, and if your prospective clients feel like you are giving them your time and expertise without immediately demanding something in return you will be amazed at how quickly you can become the go-to-guy when they buyer decides they’re finally ready to make a purchase.

Your buyers are now in control; they know what they want, they know when they want it and they do their research.  They don’t want to be interrupted with your call and they want to buy from someone they feel like they can trust.

By using the right social media and internet-based resources, you can start to network online, build up a reputation as an industry expert, build up your personal brand and find the people who are already interested in your products and services.  Once you have established this first point of contact with them you’ll find it so much easier to make that sales call.

Happy Selling


Sean McPheat
The UK’s #1 Authority On Modern Day Selling
MTD Sales Training

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MTD Become Sole Distributor For eselling® Training In Europe

Hello again fellow e-sellers,

I have another (highly exciting) snippet for you from the MTD Watercooler. Are you ready for it? Well, it is my great pleasure to inform you that MTD are now the sole distributer of eselling® training in the entire of Europe – how fantastic is that!

Over the past few months the success of MTD’s MD Sean McPheat’s bestselling book eselling® has ballooned massively, after receiving rave reviews from readers following the book reaching the number one spot on Amazon – beating new releases by the likes of Lord Sugar, Richard Branson and Duncan Bannatyne to the top spot.

Since then, there has been a huge demand for Sean to take centre stage as the keynote speaker at numerous industry conferences across the country, as professionals from all manner of industries are keen to know more about what eselling® can do for them and their companies.

With the desire for further and more in-depth knowledge on eselling® growing rapidly across many sectors of the professional world, Sean and his team here at MTD thought now was the perfect time to launch the first – and only – eselling® training courses in Europe.

eselling® is the new and modern way to prospect, network and sell online and the course MTD have put together shows delegates exactly how they should be using social media sites – such as LinkedIn, Twitter and Facebook – to find qualified decision makers and enage properly with them in this online space.

The course includes modules in Online Intelligence Planning, a Social Media Masterclass, Personal Branding, and Listening For Leads Online and will be run over the course of two days at MTD’s training centres in Heathrow and Coventry.

Not only have MTD put together an eselling® open course, but the company have also had to create a trainer license programme to keep up with the demand. If you would like to know more about MTD’s eselling® courses you can visit the MTD Sales Training website where you find a full course overview and booking details.

With MTD now stationed as the sole distributor for eselling® training in Europe, the continued and rapid success of both the book and Sean’s public speaking is guaranteed, and all of us here at MTD are so excited about the possibilities ahead of us now that we have such a sought after course as eselling® under our belts.

On a side note, we have a somewhat famous face popping by THE OFFICE tomorrow, but my lips are sealed for now, so make sure you return to find out who our mystery guest is – the suspense must be killing you all!

See you again soon folks,

Louise Denny
Marketing Manager




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