TWO PEOPLE…it seems that Being Judgmental is part of human nature. No one likes to think that they are judgmental but at the same time it's almost impossible to avoid. Every person we meet creates a first impression. Their visual characteristics invariably create the first impression we get. This is where mistakes can be made. "What you see isn't always what you get." There are two people in one… #1. The Visual (tall, short, old, young, overweight, energetic, happy, grumpy, etc.) & #2. What's Inside (sharing, kind, greedy, dishonest, helpful, unethical, etc.). Oftentimes we learn that the opinion we formed on a particular individual wasn't really who they are. Sometimes we are pleasantly surprised and sometimes we are disappointed. The reality is though that is our initial judgment that starts the process. If they turn out to be someone different than we thought, it takes a while for us to change that opinion. For Salespeople it would be a lot better for your Customers (and for your results) if they didn't have to go through that process.
Here is your ACTION STEP… make it easy for your Customers. No surprises. Present a "package" that speaks this truth… "what you see is what you get". Give them what they are looking for right upfront…
WHAT THEY ARE LOOKING FOR
1. Well-dressed… put them at ease with your manner, not by wearing casual clothes
2. Dress up–not down
3. Body language is 55% of communication. The confidence you exhibit is critical
4. Work at "looking good". Ask yourself this question… "Considering the visual I am presenting… would I buy from me?"
5. Pay attention to the "package" other successful Salespeople present. Don't just match up, be better!
Remember this…Everyone you meet is judging you almost instantaneously. Don't start off with "two strikes against you". Start off by creating an exciting first impression. The next time you meet someone who doesn't start off that way, think of what you say to yourself in the first 15 seconds of that encounter. Now think of how long it will take for them to change that first impression in the event that they really are somebody else inside. It's all about giving your Customers what they are looking for. As a Salesperson you are "applying for the job" many times every day. Start off on a winning note. It's too much work to do it any other way. NO Excuses.