I LOVE THE DARWIN Awards.
I can't imagine people being that, well... stupid!
Surely they must be urban myths and cannot be true.
Self selection giving evolution a helping hand by taking themselves out of the gene pool.
Maybe there should be a chapter for Sales people who put a lot of thought and effort into being sensationally unsuccessful in their pursuit of sales.
I have compiled a list of fatal sales process flaws and likely lack of success with a prospect even before they sit down. A self selection process that will certainly take them out of the gene pool of sales success, very quickly.
1/ What a stroke of luck, a car space next to the entrance.
Sales people are notoriously running 'just' on time, which often is judged as 5-7 minutes late. Rushing across town from one prospect to the next. Storming into the prospect's car park they will take the first available car park as close to the reception as possible to save those precious seconds.
Not seeing the sign which reserves the space for the Managing Director. In fairness sometimes there is no sign but it is 'common knowledge' that this is sacred land. The trespasser is unlikely to learn fast enough for future visits.
2/ Man I need a rest while I wait.
I will go on record that if you sit down in the reception area waiting for your client to come out of their office to meet for the first time you will not get the sale. Yes that is right. Tired or not, sitting whilst waiting for your prospect puts you in a major disadvantage when rising up as the prospect appears,the salesperson juggling iPhone briefcase, work papers as she simultaneously extends her hand like a circus soleil juggler. An awkward look the hapless salesperson immediately on the back foot. If you got a sale the last time you took to sit waiting, it is because they were desperate for what ever you were selling and not an overly bright monkey could have got the sale.
Even if you are tired and dying to take a few minutes off your feet. Don't.
3/ Yes Missy I am here for Mr Smith, Can you let him know!
Whilst I am sure most people are polite to the receptionist, sometimes salespeople do treat them patronisingly. Maybe its because of their age or their work is perceived as menial. Or maybe they have rushed across town and are a little off handed as a result. Never less a big mistake.
I was taught early in my career whilst not every one in an organisation can say YES everyone can say NO. You will never know what is said after you leave. Even a subtle enquiry by the receptionist to the manager. " Bob, who was that man?" says the receptionist. "Why?" says Bob. " Oh nothing, just he wasn't very friendly when he came in", she says. " Oh!" Says Bob. Strike one and now counting.
4/ Whoa, what a great set of...!
Even if the young receptionist is attractive, best keep those thoughts private. Moreover they shouldn't be shared with likes of the newly met prospect on the long walk to the meeting room.
Nepotism is not only found with the Bushs' and Clintons' in Washington, but is alive and well in small businesses where the owner's or manager's daughter might be earning some extra cash between university studies.
Its likely that when the salesperson calls back they may be patched through to the janitor or never to locate the manager they once met. Whilst also never comprehending why that once perky receptionist now sounds so offhanded.
5/ Chew gum at your leisure, Punk.
UK Skiffle king Lonnie Donegan sang about the taste qualities of chewing gum loosing its potency overnight, and medical research has found chewing gum can improve your memory, your health and even your sex life.
But chewing gum gives the impression of a badass, and mixed with pursuit of new business will prove fatal. In a professional environment it shows a person with attitude. And who wants to buy from a person with attitude?
6/ Carrying baggage
Some people can’t let go the baggage they carry in and through the day.
A bad start with your partner or kids leaves the house and travels with you to your calls. Sometimes not easy but you have to leave your troubles at the front door, and if you must, pick them up when you return home. That black cloud follows you around and prospects see it like an aura surrounding you.
Similarly a bad end to the prior meeting can affect the next. You see it in sports athletes who make a major error on the field, and keep replaying it in their mind, as they try to focus on the next play.
7/ The Salvos your preferred designer Brand
My mum, no doubt like yours, preached the benefit of wearing clean underwear, and being in an accident. I think that the last thing I would be worrying about after involved in an accident. But that’s mothers for you.
Whilst very few salespeople I imagine turn up in their jocks their attention to their outer dress may leave a lot to be desired.
Unpressed shirts, "do you send your shirts out to be crumpled or do you it yourself?" you might ask. Slept-in suits (remember your dry cleaner is your friend not your enemy), un-cordinated ties and unclean well worn shoes. Whilst the state of someone's dress is apparent, the killer is the unpolished shoes. Maybe its part of my conditioning from, yes my mum the same one hang up on clean undies, but I automatically look at a person's feet, and can result with a damning perception of the standard and detail of the work even before a word has been said.
As they say you only have one chance to make a first impression.
8/ Wet fish handshake, a sweaty bod
Kinesthetic sense is a major, even subliminal, powerful way we perceive the world.
A light touch when we meet somebody can positively affect the outcome and success of a new relationship.
But the opposite can also occur with our first contact, the handshake.
We, often unconsciously, place a lot of immediate and long lasting importance on this. It should not be bone jarring, particularly with a male and a women meeting.
Nor should it be an insipid grip which reminds of handling a trout at the local fish market. Yuk!
Also important is the shape of the handshake. The attempt at a 'power handshake' by having your hand on top is a non-no. Whilst satisfying someones need for command and control is it is likely to kill the prospect of the sale
Also ignoring the olefatcor factor will have you on the nose. Arriving sweaty from the drive, or with a bad case of BO will certainly have the sales person memorable but for the wrong reasons. Deodorant is a must, and if you do wear perfume/ after shave a light dab rather than a heavy handed wallop.
9/ Dress for the Role not for Yourself
Many join in on the causal Friday dress code. And many don’t.
Irrespective of their code you should always aim to be slightly better dressed than the standard at the work site. Otherwise you might just get your days mixed ( "What I thought Friday was your dress down day?")
Some sales people dress to please their selves, not for the role. Let the sales results prove which is the preferred.
Don’t get me wrong I certainly am not a conservative in my style of address, nor am I big on conformity or uniform.
That is not the point.
Being dressed for the role is important and to be treated with common sense.
Also a creative person or tradesperson can give detrimental perception, even if they turn up in a suit may be over dressed
Dress for the role.
Dress for the role.
Summary
These 'don'ts" might sound pedantic and insignificant. Agreed. But they rightly or wrongly form the opinion of ourselves and our service or product.
I must admit that some, not all, I have been guilty of and found how important they were the hard way
People may buy our product or service, but in the end they buy from people. They buy from us.
And they're acceptance of us rests with how we mirror their perception and acceptances of their world.
Give yourself your best chance for success and not a reason to be rejected, even before you sit with client to understand the problem.
