As sales professionals, most of us know that we need to put on a “show” of sorts every time we have a meeting or give a presentation to a potential prospect.
Yet time and time again, I see sales professionals greet their prospect with something negative when they’re having a bad day.
Here’s a recent example:
“Good morning, how are you today?”
“Ah, I’m so tired. My flight didn’t get in until midnight and then I still had some work to do on our proposal.”
What?!!?? I wish I could say I’m exaggerating, but I had this exact greeting said to me.
There’s a great article that I like to re-read from time to time called 10 Phrases Great Speakers Never Say by Jeff Haden. Even though it’s about professional speakers, I think all salespeople need to take a quick read through it (because you are a professional speaker, even when you’re speaking to an audience of 1).
Jeff’s very first “Phrase Great Speakers Never Say” is:
1. “I’m jet-lagged/tired/hungover.”
Not sure where this comes from, but one in five presentations at any conference starts with an excuse: “They only invited me yesterday,” or, “I’m really tired from my trip,” or some other lame excuse the audience really doesn’t want to hear.
We, the audience, just want to see you give it your best. If you feel like crap and can’t give it your best, maybe you should have cancelled. Take a pill, drink an espresso and kill it!
Your attitude can truly make or break a deal, especially your first impression! Just remember, if your first impression paints you as a Debbie Downer, then no one will want to do business with you.
Choose your attitude – even when you’re having a bad day
The last point on my daily affirmations (the ones I read every morning) is: “I am always on!”. Because if I’m working, then I don’t have a reason good enough not to be “on”. When someone asks me how I’m always in such a good mood, I tell them my mood is up to me, and I can’t imagine spending my day any other way. And it’s true – just like YOUR mood is up to YOU.
Now, I’m not going to be unrealistic and say that you can never have a bad day (or be exhausted), but the point is: if you’re having a bad day, your prospect should never know it. Take a few seconds before a presentation, or before meeting with someone and take stock of your mood and how you’re feeling. If it’s not 100%, then just do a little mental adjustment; do whatever you need to do to get your head in the right place and put your game face on before you you kick things off.
Read Jeff’s full article here…
Until next time – go sell some stuff!