Quick Fix #2: Hidden Clues
According to a recent study from the October 2003 issue of Sales and Marketing Magazine, an average of 45% of sales people have faced discrimination from clients based on their non-verbal communication, including the way they dress, their mannerisms, their posture and even their gender.
Obviously, there are some things you simply can’t – or wouldn’t – change. But what about some of those things that are under your control, and which could have a serious effect on your success?
For example, did you spill mustard on your shirt or blouse, and forget to clean it off? Do you often go to bed too late and have to drag yourself into your first call, or tend to eat a huge three-course lunch and then spend your 2pm meeting yawning at your customer?
Sales is about trust. Trust is built on rapport. And rapport is a direct function of your customer’s perception of you, and how they feel about you. No, it’s not fair. But it is a reality. So pay attention to your business style, manner and projection.
Remember, in sales, the customer’s perception is always the reality in which we work. Our job is simply to align our behaviours, style and intentions with our customer’s perceptions. Substance is what will convince them your product or service is the right solution for their needs. But style is what will get your foot in the door.
Dedicated to increasing your sales,