Are you the kind of salesperson who “relationship sells”? If so, it is always best to remember that even though you think of these clients as your “friends” they still associate you with the company that you represent. It is very important to keep your “professional” reputation solid and to be viewed as a team player for your institution no matter what turmoil or obstacles happen to be going on in the background.
We all know that whether it’s your church, workout place, art studio, or office there is always something going on that we could have an opinion on, positive or negative. It is up to us as outside representatives of these organizations to filter the situation and share only the good with your contacts. It creates a happier and more trusting image of you as a salesperson and of your company.
Ways to Stay in a Positive Position in the Workplace
I like to start my day with the “hour of power” as taught by Tony Robbins. During this hour I take a look at my obligations for the day, the section of territory I plan to hit, my target list, make my phone calls and answer emails, update my 10-10-10 contacts,(previous blog entry), and also research the net for positive news in my industry.
It is this positive news that I carry through the territory - sort of a good news town crier. This sets a reputation of someone in the know and someone that believes in our future. With all the changes in the industry it is important to set a strong foundation of trust while with your clients. This is how they will think of you in your absence.
Attending the local associations faithfully also sets your reputation as a local “team player” It shows that you are interested in the issues and concerns we are facing today. This is another venue that the positive news items should be shared so that your persona includes “positive thinker”.
Be helpful. Discover your client’s needs and if you don’t have an answer take the extra step and find out who can help them and make the connection. It is not necessary to be the “answer man” all the time but it does boost your reputations when you take the time to get them on the right path to get their questions answered.
Don’t forget your social graces. Be polite, turn your phone on vibrate, use eye contact, shake hands, focus on your client, respect time, indoor voice, take notes, and ask lots of open ended questions. Make your prospect or client realize how important they are to you.
Remember…everyday you make a choice on how you will represent yourself and your company… it is a great responsibility and honor to be in the position to do so. Make the conscience choice to be positive and professional…as well as helpful and friendly. If you do, you and your company will prosper.
