10 Tips On How To Create a Positive Image In Person
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Free Download - Telemarketing and you: Disastrous failure or dramatic success? By Linda Mattacks |
10 Tips On How To Create a Positive Image In Person.
1) Be punctual.
Allow for delays en route or, for example, a 15-minute walk from the nearest parking area.
Prepare your route in advance.
Check journey times and frequency of public transport - don’t rely on the latest train that will get you there just on time if nothing goes wrong.
If meeting on neutral territory, try to be there early so that you can familiarise yourself with your surroundings.
Telephone ahead if you are unavoidably delayed and are going to be late.
2) Take care with your personal appearance.
Be clean and well groomed - including hair, hands and fingernails.
If you are wearing leather shoes make sure they’re not scuffed.
Wear outfits that are smart but comfortable - you’ll find it difficult to concentrate if your waistband is digging in or your toes are pinched.
Steer clear of overpowering aftershave or perfume.
Avoid eating spicy food, drinking alcohol or smoking just before the meeting (or in worst case scenario ensure you have a powerful breath spray with you!).
3) On being kept waiting.
Don’t wait longer than is reasonable beyond the agreed appointment time (I’d say about 15 minutes), unless you are chasing payment or there is a viable and acceptable reason.
Don’t be obvious about it but keep your eyes and ears open and use the waiting time to observe your surroundings and learn from them as well as checking out any company literature that may be provided in the reception area.
Be aware that any conversation you have with the receptionist/secretary/etc. could well be related to the Decision Maker later.
If you must conduct other business on your mobile telephone whilst waiting, do so quietly and discreetly.
4) Be aware of your personal mannerisms - and tame the disagreeable ones.
Don’t jiggle change or keys, drum your fingers on the table or your laptop, keep flicking your hair back or scratching your nose, for example - the first habits are irritating, the last two make you look nervous or potentially dodgy.
Any habit you have has been learned - if it’s irritating, unlearn it!
Use your eyes wisely in the meeting.
Look the prospect in the eye when talking to him, but don’t stare at him as though you’re trying to hypnotise him!
Observe what his body language is indicating to you - is he looking everywhere but at you, leaning back in his chair, playing with a pen or an executive toy - if he is you’ve lost him, and you need to get him back PDQ.
If you are meeting with a group of people and the chain of command is not obvious, for instance he or she who does most of the talking is not necessarily the ultimate Decision Maker, look to see who the group look to for approval or defer to, and make a point of subtly visually acknowledging that distinction.
6) At the same time use your ears.
What is your prospect’s tone of voice - is it bored, aggressive, interested or eager - and adjust your pitch to accommodate it - but never be aggressive back.
7) Don’t “pounce”.
Be careful not to pounce on your prospect and continually interrupt him – not only is it likely to be extremely annoying to him but also you won’t be giving him the opportunity to open up and provide the information you need in order to progress your goal - let him talk.
8) Avoid potential pitfalls.
You may well be nervous but you want to appear calm and in control. So politely decline the cup of tea or coffee that may be on offer, thus avoiding the potential clattering of the cup in the saucer or, even worse, slopping the contents. Request a glass of water instead. Leave the water to one side until you are more relaxed and in your stride.
9) Project an aura of friendly professionalism.
You don’t have to smile all the time, in fact it would look decidedly odd if you did, but the smile should be there in your voice.
Don’t confuse this with familiarity - you are there as a professional, not to be your prospect’s chum.
10) Know when to leave.
Once you have achieved the objective of the meeting, or as close as you’re going to get to your objective, outline and agree next steps with the prospect and go!
Happy, successful meetings!
10 Tips On How To Create a Positive Image In Person - To learn more about this author, visit Linda Mattacks's Website.
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Leanne Hoagland-SmithAre your sales where you want them to be? Will you be one of the few who achieves sales or business success or one of the many who have failed to change? Are you tired of being told you are like everyone else? Then you may find my first book on sales of interest. Be the Red Jacket in the Sea of Gray Suits, The Keys to Unlocking Sales available at Amazon or at http://www.processspecialist.com/red-jacket.htm. This book is a reflection of my no-nonsense approach to improving sales to overall business results. If you are truly committed to making sustainable changes, then I can help you secure a positive return on your investment because I focus on executable solutions not telling you the problems you already know you have. From training to corporate (group) coaching to executive one on one coaching, my approach is to assess, create awareness, build a goal driven action plan and then execute. The bottom line question is "Not do you or your employees know it, but do you or they want to do it?" Please call for a free strategy session at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
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