Community Friday:  Two Powerful Words to Move You Forward

A connection on Twitter asked me to address why the words, Thank You, are important for business. The first reason is, everyone works so hard but receives little appreciation for their effort. Second, too few people remember to offer these words. When you express them with sincerity, the other person fondly remembers you for a long while.

People remember the appreciation shown. Simply by being kind, you distinguish yourself and your personal brand in the best possible light.

Acts of kindness bring about the highest of rewards

My Story

When I began in sales, I received no training. It was up to me to make the assigned quota without knowing how to sell. Ideally, sales management thought they would be able to fire me at the end of the first quarter. But I had a very different plan.

Instead of traditional selling, my only strategy was to be polite. I thanked people for meetings that were granted, and I complimented them on whatever was seen in their office. This included pictures of families and pets. Since I didn’t have a clue of how to conduct the traditional sales conversation, we enjoyed one that was free flowing. At the end, I thanked the people for their time.

At the end of the first quarter, I could not be fired. Why? Politeness saved the day. I was the top representative of the branch without knowing a thing about what I was selling.

https://youtu.be/Xc9uA0eKIPE  

Your Story

Realistically, people today are more savvy about business. Hopefully you have had training. Most initial business meetings have people on edge about meeting with you. Prospective clients begin to question why they bothered inviting you in. Many then attempt to say they only have five minutes to meet. Their goal becomes to get you out as quickly as possible. However, “thank you” saves the day as it leads to curiosity given most salespeople do not express this.

Here are the factors leading to a sale that are encouraged by the words, Thank You:

• Conversation becomes more relaxed
• Suddenly extra time is found for a longer meeting.
• The relationship builds.

Politeness and appreciation for your prospective client will distinguish you from competitors just as it did long ago. In our fast paced society, and more people staring at their phones, few remember to graciously speak with those they meet. The ones who do acknowledge appreciation, are the ones who find reward by means of the sale.

The same applies to job seekers on the hunt for interviews.  Hiring managers will be very appreciative of your words.  In addition, you will come across as a team player which is a highly valued trait.  The power of thank you will help you move toward being hired.

Sales Tips:

1. Thank people upfront for meeting with you
2. Upon entering an office, behave as if you are a guest in their home
3. Observe pictures or signs of hobbies to acknowledge
4. If pictures of pets are all you see, ask the names of the pets
5. If you are told “five minutes” – at the end of five minutes, ask if they would like you to leave
6. Upon being asked to remain, thank them again for their time
7. Continue the conversation to learn as much as possible about the person behind the business as well as the business
8. At the end of the meeting, thank the person for all they shared
9. One more time, thank the person for inviting you to the meeting.
10. A follow up thank you note with your phone number included will encourage the sale

Following these guidelines will lead you to the Smooth Sale!

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