Are You Ready to Sell? 2 Often Missed Factors in Preparation

In order to be successful in sales presentations, much work goes into what is to be said; when; and how, and in which order. But before and while all this speaking is going on, the customer is evaluating us on many levels.

Studies have shown that at least 80% of all communication happens on a non-verbal level. In other words - it matters less what we say than how are when we say it.

Your sales will rise with your confidence level. So, what preparation can we do to be more self-assured?   Self-confidence is not one single thing. It actually has several parts, and you need to run down a check list of them daily to be at your best - to be 'sales ready'

Much has been written about initial impressions, and I advise you to utilize one of the books if you are in doubt of proper attire. However, times are changing, and often sales people can be identified by their stilted appearance, much like the blue suit & ties of the IBM workers stood out in casual Tucson, AZ, the land of shorts and sandals.

Match your Market: Know your target market and create your appearance to be appropriate. 

Note: This does not mean you can wait until you loose 20 pounds or buy a new suit to make that sales call! Make your dress, your jewelry, and your overall appearance congruent with your market. And, do be sure your socks match.

Even if you think your client will not see your car, be sure it's clean. A car full of yesterday's fast food wrappers with product brochures strewn across the back seat and parked in front of the office door is a definite turn off. And that applies to your customer accidentally connecting you to the moving trash heap - and to your state of mind driving to the appointment.

Selling requires stamina. Take care of your body, and use exercise both as a way to de-stress and as an energy booster. Fitness also boosts confidence. And, along the lines of  'Never trust a skinny cook.' make your appearance fit your product.

Watch your Demeanor:  Your body language signals a lot about you. Check your posture, practice your handshake, and think about your eyes. In our culture (but not in all societies) it signals honesty to look a person directly in their eyes. This also helps you to connect with the client as a person, and so reduce nervousness while helping build a relationship.

Here's an interesting exercise: watch people and copy their body stance. When you stand and move as they do, you will know how they are feeling. Try this on the TV with the mute button on. Actors are masters at portraying emotion without words. (You can also try it at the Mall, but only if no one can see you.)

Many sales techniques involve 'mirroring' in subtle ways to relate to your customer, and even lead them. Your stance and presentation is simply a larger scale version of that same technique.

Check your appearance, and your demeanor before each sales opportunity to maximize your effectiveness.  You simply cannot afford to have your presentation saying things that do not support your words!

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In order to be successful in sales presentations, much work goes into what is to be said; when; and how, and in which order. But before and while all this speaking is going on, the customer is evaluating us on many levels.

Studies have shown that at least 80% of all communication happens on a non-verbal level. In other words - it matters less what we say than how are when we say it.

Your sales will rise with your confidence level. So, what preparation can we do to be more self-assured?   Self-confidence is not one single thing. It actually has several parts, and you need to run down a check list of them daily to be at your best - to be 'sales ready'

Much has been written about initial impressions, and I advise you to utilize one of the books if you are in doubt of proper attire. However, times are changing, and often sales people can be identified by their stilted appearance, much like the blue suit & ties of the IBM workers stood out in casual Tucson, AZ, the land of shorts and sandals.

Match your Market: Know your target market and create your appearance to be appropriate. 

Note: This does not mean you can wait until you loose 20 pounds or buy a new suit to make that sales call! Make your dress, your jewelry, and your overall appearance congruent with your market. And, do be sure your socks match.

Even if you think your client will not see your car, be sure it's clean. A car full of yesterday's fast food wrappers with product brochures strewn across the back seat and parked in front of the office door is a definite turn off. And that applies to your customer accidentally connecting you to the moving trash heap - and to your state of mind driving to the appointment.

Selling requires stamina. Take care of your body, and use exercise both as a way to de-stress and as an energy booster. Fitness also boosts confidence. And, along the lines of  'Never trust a skinny cook.' make your appearance fit your product.

Watch your Demeanor:  Your body language signals a lot about you. Check your posture, practice your handshake, and think about your eyes. In our culture (but not in all societies) it signals honesty to look a person directly in their eyes. This also helps you to connect with the client as a person, and so reduce nervousness while helping build a relationship.

Here's an interesting exercise: watch people and copy their body stance. When you stand and move as they do, you will know how they are feeling. Try this on the TV with the mute button on. Actors are masters at portraying emotion without words. (You can also try it at the Mall, but only if no one can see you.)

Many sales techniques involve 'mirroring' in subtle ways to relate to your customer, and even lead them. Your stance and presentation is simply a larger scale version of that same technique.

Check your appearance, and your demeanor before each sales opportunity to maximize your effectiveness.  You simply cannot afford to have your presentation saying things that do not support your words!

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