Visual clues indicate future business
Seasoned sales professional literally look at the entire picture in order to appropriately build the relationship, build business possibilities, and finally, secure the sale. The clues exist everywhere, but the most important areas are found when sitting in front of a prospective client, and in their office.
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The person
As you begin a dialogue regarding the other person’s predicament and how you may help solve their problems, watch their body language. It is a huge indicator of their interest level.
- Smiles and hospitality are a great beginning
- Raised eyebrow indicates concern and possibly disbelief
- Crossed arms show a question needs to be addressed immediately
- Looking at one’s watch indicates no interest
- Leaning in toward you shows keen interest
The people
Should you be in a meeting with more than one person, there is group dynamic on which to keep a watchful eye.
- Glances at one another, either positive or negative tell the story of yes or no to the sale
- Disagreement among the group and with you, unless readily resolved, will nix business
- Agreement among the group, and with you, allows for building the sale
The office
As you enter someone’s office it is similar to entering their home. Find something nice to say, such as family pictures, evidence of a hobby, or awards posted. Comment on one feature, for a short conversation, and then lead into the business at hand.
The building
Arrive ten minutes early to quick observe: company literature, awards, testimonials, news clipping, artwork or posters, and ask the receptionist how he/she likes working at the company. Watch her facial expressions. You will immediately know what you are likely to encounter.
Everything observed will serve you well to begin a friendly conversation as you enter the meeting room. It begins the building of the relationship and potentially, a long-term client.
Results
No sales technique or strategy will ever match a heart-to-heart conversation with your clientele. And when you do this, you differentiate yourself from most everyone else in your field. Your personal achievement is that of building a formidable personal brand. Following these guidelines works for both interviews and business.
Implementing, leads you to the Smooth Sale!
Read Addtional Strategies and Techniques:
Nice Girls DO Get the Sale: Relationship Building That Gets Results, Sourcebooks
HIRED! How to Use Sales Techniques to Sell Yourself On Interviews, Career Press
