You can assure that your voice is strong
and clear by practicing your
presentation aloud in front of a mirror. Professional actors spend many hours
walking, talking, gesturing, and delivering their lines before a mirror, exactly as
if they were attempting to project their voices to the back row of the audience.
Then,
when you are with a prospect, you simply turn down the volume while
maintaining the same confidence and energy. This has an inordinate suggestive
influence on the mind of the prospect.
Be Positive and Cheerful
You
can control your attitude, making sure that it is upbeat and confident, by
using the mental rehearsal techniques already mentioned. You can visualize
yourself regularly as one of the top sales professionals in your field. Before you
go
in to see the prospect, you can talk to yourself positively, repeating, “I’m the
best! I’m the best! I’m the best!” You can stand erect,
with your back straight
and your chin up. You can look the prospect in the eye and shake hands firmly.
You can come across as a positive, prepared, professional salesperson in every
respect.
Dress for Success
One of the turning points in my sales career came when a friend of mine took me
aside and asked me if I had ever read anything about the proper clothes to wear
when I met with a customer. I came from a family where no one ever wore a
suit, and no one ever told me about the importance of dress in business. But I
was a ready student.
My friend explained a few things about dressing for success in business. Later
I bought a series of books on the subject and studied dress extensively. What I
learned was that 95 percent of the first impression
you make on a prospect will
be determined by your clothing.
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