2. Make a good first impression. The opening minute of any new interaction creates an impression that is difficult to change. Dress appropriately, smile, look people in the eye, and have an appropriately firm handshake.
3. Listen more than you talk. If you find yourself talking about your weekend, your golf game, your family or your job, then you’re probably talking too much and not listening nearly enough.
4. Get people’s names right. When meeting someone for the first time, spend the mental energy to remember his or her name. Be fanatic about pronunciation, especially with unusual names. You should care–and it should show.
5. Remember personal details. Keep track of anything personal that co-workers or customers reveal, like birthdays and the names of family members. Find ways to show that you remembered what they decided to reveal.
6. Only speak positively about others. Whatever the temptation, avoid criticizing anyone. This includes competitors, politicians, celebrities … and especially other co-workers. People shy away from trash talkers.
The above is based on a conversation with Michael St. Lawrence, author of the classic sales book If You’re Not Out Selling, You’re Being Outsold. If you found this post helpful, click one of the “like” buttons or sign up for the Sales Source “insider” newsletter.
By Geoffrey James, from:
Geoffrey James is an award-winning journalist and author of Inc.com’s Sales Source column. Previously, he wrote Sales Machine, the world’s most-visited sales-oriented blog. James has written hundreds of articles on sales and marketing for publications like Technology Marketing andSellingPower, and has helped thousands of sales professionals communicate more effectively with customers. To get column updates, sign up for his weekly “insider” newsletter or his @Sales_Source Twitter feed. James’ newly published book is How to Say It: Business to Business Selling.