A small extract of things that they will never tell you in a training session, but you learn about quickly on the job…

 

1) always follow the instruction on the door of a prospects business – if it says push, push. Anything contrary to this will draw an unneccesary attention to yourself

2) don’t arrive too late, don’t arrive too early… I was late to an appointment once, and ran to the building to get there as quickly as I could. It was summer time and there was a summer shower. I was soaking on the outside and sweating profusely too. Arrive too early and it leaves an awkward moment in reception with the receptionist.

3) know clothing styles and tastes – comment appropriately. A colleague, on a first appointment, greeted the prospect by asking her if her trousers had shrunk in the wash??? She was wearing challottes.

4) if you have to use technology, make sure it works. There’s nothing worse for both parties than waiting for a laptop to fire up, or worse having to plug into their power source on a first. Also, if it doesnt work altogether, make sure you have a back up plan to it.

5) stay physically lean or make sure your suits fit. During a bad doughnut eating stage in my career, that also coincided with me wearing Ciro Citerio suits, as I got out of my car the seat of my trousers decided to head east and west at the same time leaving a cloth canyon in between. I proceeded to conduct the appoitment and the tour of the factory with my briefcase perched behind on my butt in an attempt to cover up my predicament…. Maybe that was why they did the factory tour?

6) Choose your wardrobe warily. I remember cold calling a brokers yard in East London in a pristine security uniform carrying a plastic bag with corporate give aways in it. I felt more Gok Wan than Danny Dyer particularly after the owner and his staff had finished looking at us in amazement before saying – you’re going to protect usl?

7) Know when to back away. On countless occasions I have observed sales staff never wanting to let go of an opportunity. To the extent of seriously hacking off the prospect and ruining your companies chance of any future relationship. Put yor hands up and admit defeat, nothing wrong in that.

8) Never end up pitching on an intercom. I saw it happen recently to a colleague. Makes for awkward viewing and I am sure everyone in the office the other side of the intercom must be taking their turns to ask ‘say that again’. Big no no. Arrange to come back when appropriate.

9) Make sure you have a pen that works.  Before following this rule religuously I have tried to write notes by using the indent method on paper… it doesn’t work. You never stand a chance of deciphering what you have engraved into the paper and you also look a major pratt with the prospect who must be wondering why you are writing in invisible ink??

10) Don’t kill an open question by asking a closed one immediately afterwards. Stay calm, and be confident in your open question. Let the prospect do the talking and listen to what they are saying, don’t not listen and think of your next question.