Vignettes inspired by spit and wisdom
Mothers are full of advice. From early childhood, they fill our heads with the unique mom-ism’s that only our siblings could appreciate. These pearls can be applied to Sales and we have pulled together this humorous memoir of the guidance heaped upon our heads as children translated into timeless advice for all.
#1: Stand tall and sit up straight
Mom was always fussing over my posture. She insisted on a head held high with shoulders back. I was never allowed to slouch. This posture of confidence followed me in the service where I was expected to stand tall and sit up straight every waking moment. Naturally, it followed me into fatherhood as well.
With two little boys in our home, it took on a little different flavor. “Scoot your buns up and sit up straight.” This was what my wife, Barb, said when the boys were getting their haircuts at home.
As sales people, we need to exude professionalism. This applies to our appearance, our manner of dress, our diction and vocabulary, and our posture. First impressions can be lasting. When a potential customer sees a sales representative hunched over or slouching, it gives the impression that the sales rep simply doesn’t care that much about what they are doing. The representative is labeled “unfocused” or “unprofessional”. A sale is not simply made from exchanged words and needs. Perception is reality and a wrong impression can influence the quality of interactions between salesperson and referral source. Poor interactions lead to poor sales.
As sales professionals, we are trained to interpret body language. We understand what constitutes an open or closed position and we can usually cater our conversations based on this knowledge. Referral sources and customers can be pretty adept at “people reading” as well. Body language can scream either “I’m a professional” or “I’m a slouch.”
“Scoot your buns up and sit up straight!” (B. Bello, mom)
Mom’s Tips
- Stand tall, slouching conveys disinterest or disrespect
- Refrain from crossing your arms, this promotes a closed or defensive position
- Maintain eye contact
- Use hand gestures to keep interest
- Moderate your gestures and don’t over-do it, balance is good