by Don Sanders, 10/22/2004

Take a quick and honest look at how others view you. Are you confident that you are using proper grammar and manners at all times? By doing so, you will add to your bottom line, because both are among the most basic and effective sales tools.
WAYS TO SAY “HELLO”

When someone calls your office and asks to speak with you, how do you reply? Do you say, “This is he/she,” or do you respond by saying, “This is him/her?” Only one response is grammatically correct—the first one. The next time you ask for someone on the phone, listen carefully; you’ll be amazed at how often people respond incorrectly.

This is just one example of the frequent grammatical errors people make in conversations. By always using proper grammar, you will stand out in a positive way from those who do not. Remember--even the little things are important when it comes to making sales.

THE NAME GAME

Most people are sensitive about being called by the correct name. To make sure you show respect during introductions and follow-up calls, always address people by the name they prefer. If you are introduced to someone named “Susan,” call her “Susan,” not “Sue.” If you meet “Don,” call him that, not “Donald.” Some people have very strong feelings about their names and do not like someone using some derivative of it. There is no easier way to get off on the wrong foot with someone than by calling him or her by the wrong name.

DINE WITH DIGNITY

Dining with clients is a great way to close a sale. Take full advantage of these opportunities by not making them into dining disasters. Do you do any of the following things when dining with business associates?

Keep an elbow planted on the table?
Shovel food into your mouth?
Start eating before all members of your party are seated?
Chew ice when seated at the table?
Fail to stand up when ladies approach the table?
Refuse to pass food to the person next to you?
Most people are guilty of at least one of these dining faux pas while dining with others. Never take the chance that your fellow diner does not notice bad manners. It’s a subtle thing that just might cost you a sale!

DRESSED TO SELL

As more casual attitudes have evolved in the business world, some people have totally misinterpreted the way to dress. In some instances, “dressing down” has become a way of life. For you to keep ahead of your competitors, you must ensure that neatness is always part of your daily dressing routine. Keep the following things in mind when dressing for the day:

Never expose unflattering parts of your body
Avoid clothes that fit too tightly
Keep appropriate garments available for certain calls, such as sports coats for men
Avoid outfits that are too revealing
Make sure everything you wear is clean and fresh
Since few of us have perfect bodies, always present yourself in the most flattering light. That means wearing the right clothes at the right time. Wear clothes that inspire confidence and comfort when calling on your prospects or customers.

MAKING POSITIVE CHANGES A REALITY

If you feel you need improvement in any areas of speech or manners, then make sure positive changes are in the works. Start by making a commitment to yourself, then take a trip to the local book store and purchase a self-improvement book from the hundreds of titles available. Every topic associated with anything that may be holding you back can be found there. Putting your commitment and knowledge to work will make your sales soars.