Making a visit to one of your customers?
- Check your notes
- Know your objective
- Confirm appointment
- Be on time
- Check your hair and breath
- Dress appropriately
- Don’t look like this….
Carry what you need in a stand-up type of briefcase and place it on the floor beside you when you call on a customer.
Why not an attaché case? Because you will do one or more of four things – and all of them wrong.
- You might place it on the corner of your customer’s desk. Sometimes it is good
to be a bit assertive in our business, but people don’t react well once you invade their territory. Think Leningrad.
- If you put on the floor beside you, you’ll have to reach, or bring up to select your material and put back down again. Either way you look unorganized and awkward.
- If you place it on your lap you create a barrier between you and your customer.
- Also, if on your lap – you have to keep your legs together and can’t help but look wimpy. This goes for men and women. For the latter, I’m not suggesting women need to wear a pants suit and cross their legs at the ankle, but if it’s a man on the other side of the desk and you are trying to negotiate, you never want to look passive.
Have your briefcase work for you in the presentation, not the other way around.
P.S. Some of these suggestions are not original. I picked up from a sales book a few years back. The title and author eludes me (I’ve a good memory, but it’s short) but if anyone knows, please let me know and I’ll put in the post.
“I’ve seen the odd tarot reader and had my palm read in various countries and explained
to me in many strains of broken English. Did I believe a word? To be honest, I didn’t understand much, but I loved watching the presentation”