# 3 - Smile No need to get carried away, you don't need a big cheesy grin, just a pleasant open face that doesn't frighten people away. I meet so many people at different business functions and some of them look so unfriendly, they scare me to death.

# 4 - Use names Use customers name as soon as you can but don't over do it. Business is less formal nowadays however be careful of using first names initially. It never fails to amaze me number of salespeople I meet or talk to on phone, who don't tell me their name. Make sure your customer knows yours and remembers it. You can do old repeat trick - "My name is Bond, James Bond" or "My name is James, James Bond"

# 5 - Watch other person What does their body language tell you? Are they comfortable with you or are they a bit nervous? Are they listening to you or are their eyes darting around room. If they're not comfortable and not listening then there's no point telling them something important about your business. Far better to make some small talk and more importantly - get then to talk about themselves. It's best to go on assumption that in first few minutes of meeting someone new, they won't take in much of what you say. They're too busy analysing all visual data they're taking in. # 6 - Listen and look like you're listening. Many people, particularly men, listen but don't show that they're listening. The other person can only go on what they see, not what's going on inside your head. If they see a blank expression then they'll assume you're 'out to lunch'. The trick is to do all active listening things such as nodding your head, occasional "UH-HUH" and occasional question.

# 7 - Be interested. If you want to be INTERESTING then be INTERESTED. This really is most important thing you can do to be successful at selling yourself. The majority of people are very concerned about their self-image. If they sense that you value them, that you feel that they're important and worth listening to, then you effectively raise their self-image. If you can help people to like themselves then they'll LOVE you. Don't fall into trap of flattering customer, because most people will see right through you and they won't fall for it. Just show some genuine interest in customer and their business and they'll be much more receptive to what you say. # 8 - Talk positively. Don't say - "Isn't it a horrible day" or "Business is pretty tough at present" or any thing else that pulls conversation down. Say things like (and only truth) - "I like design of this office" or "I've heard some good reports about your new product". # 9 - Mirror customer This doesn't mean mimicking other person, it just means you speaking and behaving in a manner that is similar to customer. For example, if your customer speaks slowly or quietly, then you speak slowly or quietly. Remember people like people who are like themselves.

# 10 - Warm and friendly If you look or sound stressed or aggressive then don't be surprised if other person gets defensive and less than willing to co-operate. If you look and sound warm and friendly, then you are more likely to get a more positive response. This isn't about being all nicey-nicey. It's about a pleasant open face or a warm tone over telephone.

Before we can start to get down to process of selling our product, our service or our ideas then we need to be as sure as we can be - that customer has bought us and that we have their full attention.

=========================================================== Discover how you can generate more business without having to cold call! Alan Fairweather is author of "How to get More Sales without Selling" This book is packed with practical things that you can do to – get customers to come to you . Click here now http://www.howtogetmoresales.com/Without%20Selling.htm

========================================================== **Attn Ezine editors/Site owners** Feel free to reprint this article in its entirety in your ezine or on your site so long as you leave all links in place, do not modify content and include our resource box as listed above. If you need additional articles, check out my article archive for fresh, new content you can use on your website or in your ezine - FREE http://www.howtogetmoresales.com/Free%20stuff.htm ============================================================

How we look will confirm or contradict what we say. Imagine someone in a policeman's uniform at your door telling you he's come to read gas meter, I doubt if you'd believe him. First impressions are also lasting impressions and take a lot of changing.

Okay, so we can't all have perfect looks or perfect body, what ever that is. It doesn't matter what shape you are but it does matter how you package that shape, if you want to make an impact on other people.

How you package yourself can also make a huge difference to your self-confidence. Have you ever noticed how confident and self-assured you feel when you dress in something you feel good in? Particularly when someone genuinely compliments you. How you dress can have a huge impact on how you carry yourself and project to other people.

The problem is that many of us don't have a clue as to what really suits us and compliments our shape. This is why so many business people are turning to an image consultant to improve their personal impact. This may seem like a costly luxury however consider cost of restricting your career or possibly not winning a new account.

Dress down Friday is a particular challenge for men. The temptation for many guys is to pull on an old pair of chinos and a worn out polo shirt and hope for best. The only thing is you end up looking scruffy and certainly don't impress anyone.

So what do you do? Well you could ask your nearest and dearest to be honest with you and tell you what they really think about what you wear. The thing is, you really need to listen and take heed of what they say. Buy some of fashion magazines and keep up to date on latest fashion. It can also help to find a good clothes store where sales assistants will give unbiased advice.

It's also important to look after details. Do your spectacles suit your face? Are you in need of a more modern haircut? What does that cheap plastic watch say about you? Men need to be careful about novelty ties and fancy socks with a business suit. Women need to take care with make-up, colours and perfume.

You may have a lot more to offer than a jar of anti wrinkle cream or a packet of cornflakes; however no one is going to pick you off shelf if they don't like your packaging.

=========================================================== Discover how you can generate more business without having to cold call! Alan Fairweather is author of "How to get More Sales without Selling" This book is packed with practical things that you can do to – get customers to come to you . Click here now http://www.howtogetmoresales.com/Without%20Selling.htm

========================================================== **Attn Ezine editors/Site owners** Feel free to reprint this article in its entirety in your ezine or on your site so long as you leave all links in place, do not modify content and include our resource box as listed above. If you need additional articles, check out my article archive for fresh, new content you can use on your website or in your ezine - FREE http://www.howtogetmoresales.com/Free%20stuff.htm ============================================================