S&MM SoundOff

Presentation is Everything

From time to time I enjoy watching a TV program called Sell This House. The basic premise of the show is home owners who have been unsuccessful in selling their house. A designer takes over their house, removes clutter, repaints, and stages the house so it can sell. What fascinates me about this program is the reluctance of the home owners to de-clutter and remove—in most cases—an overwhelming amount of ‘personal junk.’

So, how does this relate to sales?

Initial impressions are critical when meeting a prospect for the first time and your personal presentation can influence their decision to do business with you. This might sound fundamental but I can tell you from personal experience that many sales people make a host of mistakes. Consider these:

-          A window and door sales rep showing up for an appointment with a home owner with the distinct odor of marijuana emanating from his clothes.

-          Slathering on so much cologne that the prospect smells it on his hands for several hours.

-          Arriving late for a scheduled appointment.

-          Wearing tired, outdated clothing or shoes that are dirty and unpolished.

-          Using a cheap pen.

You have exactly one opportunity to make a positive impression with a new prospect. Failure to accomplish means you will have to work harder to gain credibility and respect.

Get your FREE copy of 100 Ways to Increase Your Sales by subscribing to Kelley’s free newsletter, “59 Seconds to Sales Success” at www.Fearless-Selling.ca.

Kelley Robertson, author of The Secrets of Power Selling helps sales professionals close more sales at higher profits. Kelley conducts workshops and speaks regularly at sales meetings and conferences. Contact him at 905-633-7750 or Kelley@Fearless-Selling.ca.

 

 

Are You Taking Responsibility?

During the Winter Olympics I read an article about an athlete who had been disqualified in his event. His bitterness was evident as he blamed the judges, volunteers and even his coach. The crux of the issue was the time he arrived at the venue and was fully prepared to go. Apparently, he failed to properly prepare his equipment in the allotted time; officials said he was three minutes late in his preparation, he argued that he was only one minute late.

 

Correct me if I’m wrong but isn’t one minute late, still late? Especially when competing at an Olympic level?

 

This is an athlete who has been competing for years and knew the rules. In my opinion, his behaviour was unacceptable and officials were completely justified in their decision.

 

Unfortunately, I see this type of behaviour in many sales people, too. They blame their company for not allowing them to discount or for changing a compensation program. They blame a competitor when a customer changes vendors. They blame as many people as they can.

 

Successful sales pros that they are ultimately accountable for their sales and they take responsibility for their actions AND results. Do you?

 

Kelley Robertson helps sales professionals close more sales at higher profits. Receive a FREE copy of 100 Ways to Increase Your Sales by subscribing to his free newsletter available at www.Fearless-Selling.ca. For information on his programs contact him at 905-633-7750 or by email.