The Importance of Being Likeable
The first impression is frequently all about being likeable. If your prospect likes you they will be open to answering your questions and engaging in a conversation about their needs and situation. How long does it take to make a first impression? An instant. Unlike trust, which is earned over time through multiple interactions, being perceived as likeable or unlikeable occurs in mere moments. So when first meeting new prospects it is absolutely critical that you control things that are within your power to control.
The word likeable is defined by the Merriam-Webster Dictionary as, having qualities that bring about a favorable regard. We all, to some extent, have qualities and characteristics that make us naturally likeable to certain types of people and personalities; though at the same time we possess qualities that make us naturally unlikeable to others.
The problem we face in sales, though, is that we don’t always get to choose the people we interact with. Many of the people we encounter will not be naturally attracted to us. Complicating things more are the preconceived perceptions that all people bring into relationships. These perceptions, which include but are not limited to cultural, racial, and socio-economic biases, are also beyond our control.
To be continued...
Smile :A pleasant, sincere smile is the best way to make a great first impression. Humans are naturally attracted to other humans who are smiling. So be aware of your facial expression and put a smile on your face.
Be Polite: I saw a bumper sticker once that said, “Mean People Suck.” People who are rude, impolite, and discourteous are unlikeable. Unless you were raised in a barn by animals, someone taught you basic manners. Put those manners to work in all interactions with prospects and customers. People will notice.
Stay Focused: In today’s demanding work environment it is easy to become distracted. Jim Rohn says, “Wherever you are, be there.” That is essential advice when it comes to first impressions. You must develop the self-discipline to shut everything else out and remain completely focused on your prospect.
Be enthusiastic. Enthusiasm for your product, service, and company sells. Enthusiasm is transferable and infectious. Your enthusiasm is driven by your attitude and beliefs, so it is critical to work consistently to build and retain a winning attitude. One note, though: there are few things more off-putting than insincere enthusiasm; so be careful not to get carried away.
Be confident. Weak people repel. Arrogant people are turnoffs. Confident people attract. Confidence is driven by your self-image, product knowledge, attitude, style of dress, health, and even your spirituality. Your level of confidence is a direct reflection of your likeability.
The first impression is frequently all about being likeable. If your prospect likes you they will be open to answering your questions and engaging in a conversation about their needs and situation. How long does it take to make a first impression? An instant. Unlike trust, which is earned over time through multiple interactions, being perceived as likeable or unlikeable occurs in mere moments. So when first meeting new prospects it is absolutely critical that you control things that are within your power to control.
The word likeable is defined by the Merriam-Webster Dictionary as, having qualities that bring about a favorable regard. We all, to some extent, have qualities and characteristics that make us naturally likeable to certain types of people and personalities; though at the same time we possess qualities that make us naturally unlikeable to others.
The problem we face in sales, though, is that we don’t always get to choose the people we interact with. Many of the people we encounter will not be naturally attracted to us. Complicating things more are the preconceived perceptions that all people bring into relationships. These perceptions, which include but are not limited to cultural, racial, and socio-economic biases, are also beyond our control.
To be continued...
Smile :A pleasant, sincere smile is the best way to make a great first impression. Humans are naturally attracted to other humans who are smiling. So be aware of your facial expression and put a smile on your face.
Be Polite: I saw a bumper sticker once that said, “Mean People Suck.” People who are rude, impolite, and discourteous are unlikeable. Unless you were raised in a barn by animals, someone taught you basic manners. Put those manners to work in all interactions with prospects and customers. People will notice.
Stay Focused: In today’s demanding work environment it is easy to become distracted. Jim Rohn says, “Wherever you are, be there.” That is essential advice when it comes to first impressions. You must develop the self-discipline to shut everything else out and remain completely focused on your prospect.
Be enthusiastic. Enthusiasm for your product, service, and company sells. Enthusiasm is transferable and infectious. Your enthusiasm is driven by your attitude and beliefs, so it is critical to work consistently to build and retain a winning attitude. One note, though: there are few things more off-putting than insincere enthusiasm; so be careful not to get carried away.
Be confident. Weak people repel. Arrogant people are turnoffs. Confident people attract. Confidence is driven by your self-image, product knowledge, attitude, style of dress, health, and even your spirituality. Your level of confidence is a direct reflection of your likeability.
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