It’s said that all things being equal, people buy from people they like. This is only half true. People buy from people they like, and people that are like them. Buyers will tell themselves, their bosses and others that they thoroughly consider all aspects of sales proposals and carefully make their buying decisions based upon their findings. Computers can do this but people can’t and won’t. So what does this mean to those of us that make their livelihood selling stuff? If you’re a jerk you should probably find another profession. More than that, we need to realize that our message is at best, of equal importance as the messenger and probably less important. How do you insure that the messenger (you) is in the best position to impress the buyer? These are a few of the factors you need to consider.
1) The way you look. We all have to “play the hand we’re dealt” when it comes to appearances. Some are gifted with good genetics, natural good looks. These folks tend to be pharmaceutical reps and they can probably skip this one. For the rest of us, it’s important to do our best and keep our appearance in mind.
Napoleon Hill wrote about “sound physical health” in Think and Grow Rich (1937). Nothing has changed since then. Good health, being fit is a key factor in your appearance and has a major effect on having a positive attitude.
The way you dress. Dress the way your customers dress, or the way they expect you to dress.
2) The way you speak. Speak intelligently, but not over the customer’s head. Try not to use slang or curse excessively (this may be industry specific).
Most importantly, be friendly.
3) Product Knowledge
4) Attitude