So You Think No One's Watching.....

Inc. Magazine published an article entitled "8 Small Things People Use to Judge Your Personality" by Travis Bradberry.
The article hits the nail right on the head.  We think no one's watching us--but they are.  And they're using our actions to judge whether they're going to do business with us--whether they're going to buy the product we're selling.  Remember, you have competition and often the competitor is selling something very similar to your product.  So how does the customer tell which one to buy?  The customer uses clues; often clues that we're unaware that he's using; often clues that even the customer is unaware of.  I know these 8 items are important because I've used them to judge people myself.  (Note, the words in quotes are directly from Inc Magazine. The comments after the quotes are my own.)

The first one is a real insight into a person's overall personality:
1.   "How Do You Treat Waiters and Receptionists?"  You're out to lunch with a customer and the waiter brings the wrong meal to you or to your customer.  Are you sensitive to the mistake ("everyone makes them") or do you fly off the handle? The receptionist doesn't get your name and you have to repeat it three times.  Do you get angry?  Your customer is watching--and judging and making his mind up about whether you're going to get his business.  Everyone watches how you treat other people and judges you based on how you react.  I could expand this to "how do you treat your colleagues, your employees, and others".  More than anything, how you treat others in public is a window into your soul. 

 2.  "How Often Do You Check Your Phone?"  I have mentioned this often in the blog.  You think you're being sneaky--looking at your phone on your lap; you think no one's paying attention--they are and it could lose you the order. Check out my blog post: "Checking your smartphone"

3.  "Repetitive, Nervous Habits."  The best way to approach a sales call is to sit still, listen, take notes and ask questions. Fidgeting with your hair, clicking your pen, glancing at your phone--all bad.  Be aware of your nervous habits and get rid of them.

4.  "How Long Do You Take To Ask Questions?"  This little issue can drive a customer crazy.  And this goes to an issue I've mentioned several times in this blog: have an agenda and prepare your questions.  Taking a long time to ask a question = poor preparation and poor product knowledge.  That's the message you're giving to the customer when you hem and haw: I don't know my product and I don't understand your business. Check out my blog post: "Owning the Agenda"

5.  "Your Handshake".  In a previous blog post I discussed the importance of body language.  Standing straight and tall and offering a strong handshake will start the sales call off right. Check out my blog post: "New Year's Resolution"

6.  "Tardiness."  Being early for an appointment shows respect; being late shows lack of respect.  We have all had the experience of sitting in a doctor's office and waiting, waiting, waiting.  The message that I get when that happens is that the doctor has no respect for me or my time.  Well, that is the message you are sending when you're late for a sales call.  If you're going to be late for traffic or such, call.  Or better, plan ahead so you're early; take account of possible traffic issues. Check out my blog post on Respect.

7.  "Handwriting."  Cursive writing is not even being taught any more so I don't feel that this applies to a sales person.

8.  "Eye Contact."  This relates to item 5 above--body language. Standing straight and tall, offering a firm handshake, making eye contact, turning off your phone--all indicate a person who wants the order.  The customer reads eye contact with "truth". It's very difficult to look someone in the eye and not tell the truth.  Check out my blog post on body language.

Examine yourself--honestly--and change the things that need to be changed to make yourself a successful sales person, a successful employee, a successful person.