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Be Congruent--Make More Money I was driving down the road in an affluent neighborhood in the suburbs of Atlanta the other day and spied a white sign sticking out of the grass near the side of the road. The sign read: "UPSCALE APARTMENT FOR RENT", and it was written with a black marker. Then I met with a man wearing a t-shirt, sneakers, and a pair of baggy shorts. He wanted to know why he was having difficulty closing sales with business professors. I asked what he normally wore to work. "This", he said.
Next, I sent an email to an acquaintance who is looking for a new job. It appeared to be a perfect match. He didn't email back, but I ran into him a few days later and asked if he was interested in the position. "OH, yeah", he responded. "But I'm too busy to respond to a job ad." All around us we see that people are trying to make something new happen--a leased apartment in an upscale neighborhood, a sale with well educated buyers, and a new position, for example. All of these are sales opportunities. All of these examples are indicative of having a lack of messaging congruency. So, how is YOUR congruency? Did you turn off your phone in your last sales call? Did you wash your call before taking a client to lunch? Take a look at the survey below and see how YOU score: 1. Do you have your email on during phone calls to customers? 2. (Guys) Did you shave before your meeting? 3. Are your shoes clear of mud and are your heels presentable? 4. Did you take a call while in a restaurant eating with colleagues? 5. Have you thanked at least 12 people today for something they did for you? 6. Did you hold open the door for the people coming in behind you? 7. Are you using spell check before sending every email? 8. Did you check to see how your customer spells his/her company's name, including capitalization's? 9. Do you answer each phone call with a warm greeting? 10. Are your business cards free of wrinkles and smudges? If you honestly answered a "yes" to 8 or more of these questions, congratulations! Your professionalism and congruency shows. If you scored a 6 or less, you may need some work. Start paying attention to your courtesy and congruency. Don't forget to take the high road when it comes to manners. I promise that your sales will reflect this change to the better! (C)Renee Walkup, All Rights Reserved, www.salespeak.com 678 587-9911 |
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