How are you coming across with the people you meet? How do you present yourself? What happens when you walk into a room? What does the person see and feel about you? Who are you? You have to be comfortable with who you are and what makes you “You”!
Who Are You?
A study was done by a group of pediatricians and psychologists. Six professionals were put in a room and they observed eighteen toddlers for several hours. The children were 3 – 6 months old and were all in diapers and each child had a number on their diaper. The Dr’s made notes about their observations. Eighteen years later they brought the same, now teenager, children together again. They had no nametags and the Dr’s only had their notes from eighteen years earlier. After they had interacted with the teens they were able to identify 16 of the 18 teens from their observations 18 years earlier.
We are who we are. Hiding those traits and hiding behind a façade of anything else will come across without you being aware. If you are shy, use your shyness as a strong suit. If you are outrageous don’t hide that trait – it is who you are. Once you are comfortable with you, you can now walk into a room or any situation you are in and be comfortable. It is tough enough being observant and dealing with your intuition and gut feelings if you are not being honest about who you are. That not being honest with yourself will come across to those you are meeting with and they will not easily trust you.
How do you look?
Your physical look is part of who you are. Runway models and magazine hunks are far and few between in the sales game. Present yourself properly. Look professional and confident. The way you dress and carry yourself is the first impression you create with someone you meet for the first time. How do you greet people? Do you look them in the eyes and give them a firm handshake, or do you look away and offer a clammy hand wiggle? These clues are what you are being judged on, and you have not even begun a conversation with anyone.
The rules on dress codes are like moving sand on a beach. Dress appropriately in all business situations you are in. Overdress if you need to. Spend a reasonable amount of money on your attire and your grooming. We all feel good when we are wearing nice clothes, are well groomed and look great. By the way, you don’t get that feeling hung over, unshaven and wearing yesterday’s clothes! If your wardrobe is getting tired so are you – update and look good again. Again be yourself in your choice of clothes. Read magazines and observe others and what you like about their appearance and use this in your wardrobe.
What accessories do you have? What does your briefcase look like? Do you have a nice pen? Is your portfolio leather or do you arrive with a pad of tattered paper? Gentlemen, a new tie can make all the difference to a suit and it is a lot cheaper than buying a new suit. If you buy well-made clothes they will last a long time and will always look good on you. Now that does not mean you pull out that powder blue suit from the 70’s. Ladies what accents are you wearing from jewelry to shoes. Gentlemen make sure you have your shoes shined and that you are wearing appropriate footwear.
If you smell like you just walked through the fragrance counters then you have a problem. This applies to both men and women.
What do you say?
The next real challenge for sales people is, what comes out of your mouth. Your first impression for a prospect is your physical presence. The second impression is what comes out of your mouth. Do you speak slowly or fast? Are you well spoken or do you speak in slang and poor English. Let me be clear here. I am not asking you to be a Rhodes Scholar and to speak like a snob. I am asking that you have a decent command of the English language.
Read and have some conversation points when you first meet. Join Toastmasters and learn about what it takes to be a confident and a good speaker and presenter. When you get nervous you revert to your habits of conversation – good or bad. Watch great people when they are comfortable with themselves and how they conduct themselves in social situations. Observe what they do and adapt these habits and make it part of your social habits.
Sayers says:
Who are you? Are you being yourself in most situations? How are you presenting yourself? Are you professional and well turned out? When you go out the door in the morning are you feeling good, feeling good about how you look and good about the attitude you are taking out the door with you?
Bill Sayers speaks, coaches, leads education sessions and provides management consulting services to a variety of companies. Bill has been praised for his leadership, common-sense approach and ability to inspire sales people to new levels of success. His easy manner and strong public-speaking skills make him an engaging facilitator. Bill connects with senior executives and sales professionals alike, as he shares his real-life experiences and provides the appropriate tools and strategies for success in today’s business world.
Bill’s book Funnels & Forecasts – The Great Game of Sales is available on Amazon. Sayers Says: "This second edition was important for me. It has allowed me to have my book and its message sent out to a global audience. The feedback from readers has been that the book is an easy read and that there are lots of common sense advice and tools to help sales people be more successful in their sales game. Funnels and Forecasts - The Great Game of Sales will help sales people in their quest to improve their game."
He has been a professor at George Brown College teaching Personal Selling Skills to the Sports and Event Marketing Graduate Program, and is on the faculty of Canadian Professional Sales Association and Canadian Management Centre.
To receive our free “How are you Playing The Game” Scorecard and a 45 minute one-on-one session with Bill Sayers, email: info@TheSayersGroup.com or visit: http://www.TheSayersGroup.com .