Written by Penny Votzourakis and Anne Miller
Monday, 13 September 2010 00:51
The 3-Minute Decision (Part 4)
The three minutes are up … and you’ve impressed your prospect, all unconsciously of course!
Now communication and presence take over in the sales process.
Your words must be professional and powerful but should be pitched at the same level as your prospect to help build rapport.
In an earlier post, I discussed how to dress to suit your client. In the same way, it is important to speak the same “language” as your prospect and adopt the same tone, without sounding patronising, condescending or over-stretching.
Body language should also reflect positive self-belief without being over-bearing.
Consider posture (are you standing straight or slumped over?), breathing, facial expressions (are your eyes smiling?), body tension, gestures …
Eat healthy food and exercise often and this will reflect in your appearance.
Presence is also about managing your state and showing that you are in charge of your emotions.
Equally important is personal grooming, where the “less is more principle applies” … not too much perfume, cologne, hair product or make-up.
Your image can also be amplified by the accessories you choose. Is your briefcase / handbag clean, polished and up-to-date? What about your mobile phone, laptop or even writing notebook?
Develop a confident inner image and you will project this to your clients.
Destroy fear and have an iron stomach for the ups and downs of sales. If you appear desperate, the prospect will see it immediately!
Think positive! We all know we are what you eat … but we’re also definitely what we think!
If you think you’re not going to make the sale or the customer doesn’t like you, it shows in your body language, face and your state … and you will lose the sale and the customer.
Project self-confidence at all times and look influential while respecting cultural protocols and etiquette.
Most importantly … control your emotions and have the behavioural flexibility to control the situation whatever may develop.
Happy selling!
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