The seller’s demeanor is what will either negatively or positively begin the sale cycle that either leads to an answer of “no” or “Yes!”
In order to attract a positive flow of sales, the following adjectives come to mind: Be respectful, kind, thoughtful, inquisitive, an advisor and a benefactor. The last descriptor, “benefactor” refers to working to ensure your client is better off for having worked with you.
The process begins with greeting people by name, and asking for correct pronunciation when needed. This is true for every type of encounter, and particularly so, when you are hosting an event. It becomes your duty to thank everyone in the room personally for attending. Few speakers or hosts adhere to this principle, but two examples below illustrate the importance.
An equal component to greeting someone by name is to do so for everyone in your presence. As a host of an event, it is in your best interest to thank each person for coming, ask for questions during the time allotted, and thank each person once again before they depart. This is the mark of a memorable event. These goodwill gestures also serve to encourage further business.
A few years ago, I was asked to host a sales workshop on the afternoon prior to a talk I was to give at a convention. I chose to work the exhibit hall first, by greeting each exhibitor. I introduced myself, asked questions about their services, and then invited them to my workshop to be held later that day. Most arrived at my room. They were each personally greeted as they entered, and everyone remained for the entire session. Prior to their leaving I personally thanked each attendee once again.
After the event, I learned that the other workshops had to be shut down because those speakers were merely thinking about their talk and themselves. The outcome proved that your audience and clientele should always be at the top of our thoughts.
Recently, I attended another meeting. Upon entering, I instantly recognized that the host was deep in conversation with one person, and the rest of us were not o disturb them.
When the presentation officially began, it was interesting, however, lengthy. Over half the invitees left before the meeting ended. Given that the host did not make an effort to say hello upfront, and that many departed before the end, he lost the ability to connect with the majority of attendees. The value in the room was lost.
Afterward, an email of apology was received that the conversation was with an investor. We can all agree investors are important to business. However, that message compounded the problem for me because it indicated that I am very low on the totem pole. An improved approach would be to schedule with the investor after the presentation for a more in-depth conversation.
When you work the room by treating everyone with equal respect, and show your appreciation for their time, you are far more like to build new relationships. Reciprocity come with building a respected personal brand. Follow-up leads to many more sales including securing the right investor.
The value is in the people with whom you connect.
Treat them appropriately and you will enjoy the Smooth Sale!
