Watch for Negative Triggers
You’ve had conversations with people where you get ready to leave and you think to yourself…”that didn’t go as well as I thought it should have”. Chance are, you did something or said something that triggered a disconnect with the prospect. It may have been something you didn’t even know you did. Review the 4 most common Triggers that can shut down any conversation and see if you can change or improve the next customer or prospect interaction
Eliminate YOUR OWN distractions
1. What do they see:
Bring in too many papers, wear too much perfume, noisy or too much jewelry, revealing clothing, too high of a shoe, bad conditioned shoes or have bad breath and you could have created a negative trigger
2. Watch your tone
Let’s face it- your own belief system can actually get in your way. Having passion for things in your life is what pulls people together but can easily divide those same people when you get excited or talk too much or even share too many personal opinions. Being friendly and thinking a new prospect is a potential friend, can set you up for failure. Your tone- how loud you are and the inflection in your voice, can trigger a negative response quickly and shut you down. Watch the loud level of your voice, keep in mind who is listening and always remember- there is NEVER an appropriate time to swear in front of a client.
3. Manners Matter
At a young age, many of us were told to “mind your manners”. Well then, are you? If you are having a meal or even a beverage with a client, chances are, they are watching your manners too. Want to make a great impression? Here are a few manners that bug polished professionals:
o Chewing food with the mouth open
o Cutting meat with the hand on the knife like a fist
o Making noises while you sip your drink
o Burping (I know- you would think that’s obvious)
o Answering a ringing phone
o Reading a text message
o Having to listen to a vibrating phone
o Napkins tucked in a shirt
o Picking your teeth at the table (or in the car after the meal)
o Drinking too much (one drink limit)
4. Practice the rule of 5
Wear too many accessories and you can trigger a negative image before you open your mouth. The rule of 5 is quite conservative, but if you’re meeting a client that you consider, conservative-scale back on the accessories (yes- even men can wear too many accessories.) What we’re saying is limit your accessories to no more than 5. Each of the following items count as ONE:
o Watch
o Necklace
o Bracelet
o One set of earrings: count as one
o Glasses
o Ring
o Strong perfume/ colognes / after shaves
Let the prospect see your smile, your eyes and experience a firm handshake. Keep the triggers at a minimum and you’ll keep the prospect focused on the fundamentals of building positive relationships.
