The It Factor.  We all know what it is.  But do you know if you have it?  

Steve Jobs would walk into meetings, in his early days,  in jeans and a t shirt and no shoes, but people still listened because he had the it factor.  

Richard Branson dropped out of high school, but that didn't keep him from achieving great success.  He has the it factor, as well.

Likeability is a key ingredient to establishing trust with others, which is why I have chosen to write an article about it.  How then can we all tap into our own it factor, and use it to help us achieve our own goals and successes?

Being genuine and "real" in sales matters.  People are smarter than ever these days, and can tell right away if your "pitch" is sincere or if you are trying too hard.  

“IT” is hard to find, and it is the difference between a rep that makes quota and a rep that obliterates their quota quarter after quarter.

People that have the “IT” factor don’t want to be in the top ten  – they have to be number one. And, people that have “IT” don’t settle when they reach the top.   They use 100% of the tools and talents they have and when they run out of every option, they think of one more and try that. 

So, what steps can you take to ensure that you are actually making the impression on your clients that you think you are making?  Of course to be in sales at all, you need to believe in yourself, and believe in the products and services that you are providing.   If you are not happy with your company of anything that it stands for, this will show through to the customer in a second.

Having said that, in the past I had written an article about the it factor, or likeability factor, and found this to be a topic of interest for many.  Therefore, I feel that it is important to re-visit this topic, and how it impacts your networking ability in your quest to get more clients. 

Have the it factor, or the likeability factor is important, and here's why.  

You work for a company, whether it be yours or someone else's.  However, being in sales, you are one of the "faces" of the company, and the "brand" that you put forth matters.  A critical component of sales is relationship building.   Your impression on clients and prospects "ALWAYS  MATTERS".   That's why I'm going to help make sure that you hone in on your it factor, and make it work for you in your sales career.

I believe that there is an IT FACTOR in all of us. It may take some time to uncover,  but it can be done.  I've coached many salespeople and businesses not only on sales skills, but also on the skill of developing themselves – knowing what makes THEM stand out, and then using it throughout their sales process.   In other words, work with what you've got.  Most people are not good at everything.  Knowing what your unique abilities are is half the battle.  The other half is figuring out ways to capitalize on it.  

Here are a few of my tips.

1)  You have to love what you do. Sure, work is work.  But how can you expect a prospect or client to be enthusiastic about your service if you are not?

2) Know yourself.  Know what your strengths are, and bring it to every business opportunity that comes your way.   Know what makes you stand out among the others – your it factor, and run with it.

3)  Do what the others won't do.  There are always those salespeople who like to complain that there are no sales, bringing a negative energy to themselves, and their team.  To get anywhere in life, you need to work your $%S off, and sales is no different.  Staying positive and having a "happy" disposition is another important part of creating an effective it factor.

How likeable are you? 

Do you like people?
Do people like you?
Are you a good listener?
Do people confide in you?
Do you compliment others easily?
Do you smile often?
Do others seem genuinely happy to see you?
Do you look on the bright side of things?
Are you happy with yourself?

If you cannot answer "yes" to most of these questions, you could be sabotaging your sales abilities without even realizing it.  Your sales skills will mean nothing if you don't care about and understand the impression you are leaving and making on others.  Talk to peers, friends or anyone you can trust to tell you the truth about yourself.  Some things may be hard to hear at first, but the information could prove invaluable in correcting any "missteps" in your sales process.

Never let your ego get in the way of remembering the basics of selling.  No matter how big or small your business is, you need customers.  That's the bottom line.  Sales is a process – we get that.  But never forget that there is a human side to every business as well.  So it's your job to keep your "people skills" perfected at all times.

Be real.  Be professional.  Be unique.  

For more of my tips on answering the question, "How do I get clients", read on about the importance of Listening.   DID YOU HEAR ME?

That was my attempt at humor…..That's why I stick with sales.   

Sell strong!!  


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