In sales, you must be in tune with appropriate nonverbal communication. Salespeople often lose sales based on their inability to master their nonverbal communication. And, if first impressions are everything, you may even be able to increase your chances of closing a deal just by putting extra effort into your appearance and keeping common courtesy in mind.
Here are five simple ways to improve your sales etiquette and build trust…all without needing to say a single word.
1) Dress Appropriately
Always dress at least one notch above how your client will be dressed. If you are unsure about their corporate culture for attire, it’s never a bad thing to wear a suit. If you find out during your first meeting that a suit is frowned upon, or unnecessary, you can dress differently for the next meeting. Nonetheless, wearing a suit does show that you respect the prospect enough to clean up and dress up.
It’s cliche…but being overdressed is always better than being under dressed. The likelihood is you’ll make a positive first impression by putting thought into your wardrobe.
2) Keep Your Car Clean
Yes, your prospects do notice this. One Engage client – who asked to remain anonymous – has someone from their office go out and visually inspect the car driven in by the sales rep visiting the office. My client’s thought is “if my rep can’t keep their car clean, how can they keep our files in order?”
3) Show Up On Time
Alright – this one is common sense. Yet, tardiness still exists. Whether you want to show up one hour early or five minutes early, just keep in mind that being late will cost you business, it’s a LOUD sign of disrespect for other people.
4) Turn Off Your Phone
Better yet, just leave it in your car. You would think this would be another obvious one, but I frequently witness sales reps who answer calls during meetings! Unless there is potential for a serious family emergency, keep your phone off your body. If you do anticipate an important family call coming through (let’s face it – it happens!), be upfront and honest with your client about the situation. You will earn respect for being human.
In all other situations, put the phone away.
5) Take notes.
Not only is note-taking a good practice for listening, it also shows the client that what they are saying is important to you. Clients are impressed with salespeople who take notes and they generally feel like they care more about their needs than salespeople who don’t take notes. In short, note-taking builds trust and trust leads to sales. It’s true, by the time you’re taking notes, you’ve probably said a word or two, but just the sheer act of showing up with a notebook demonstrates professionalism and preparedness.
Yes, these are simple ideas. But, it’s often the small and simple things that win or cost you sales and relationships. Don’t neglect them! <– Click To Tweet
What’s another way to make a positive nonverbal impression?
For other sales boosting strategies, check out Nonstop Sales Boom!