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Selling with a smile

Successful salespeople looking to immediately develop customer rapport know smiling-thumbs-upthe importance of a smile.

A smile is a universal indicator of openness, friendliness, relaxation, and likeability. It’s a powerful asset for salespeople looking to build long-term client relationships.

Consider a job interview I once screwed up.

It was about 20 years ago in Boston, and I was perfect for the position. We went through the interview process and I met six or seven people with whom I’d be working. Everything was lining up in my favor.

After the meeting I wandered over to Quincy Market for lunch. Lost in thought, I didn’t pay much attention to the fellow in the suit giving me the once-over.

Not recognizing him as an executive who’d wandered through the meeting I just completed, I gave him a sour look.

It all went south from there, and I never heard from them again.

In hindsight, looking pleasant, or at least neutral, would have undoubtedly been more profitable. Live and learn, right?

Smiling’s value can’t be underestimated. It can easily make the difference between whether or not you walk out with a signed contract in your pocket.

Ask yourself if you smile:

  1. While talking about your company
  2. On phone calls when the other person can’t see you
  3. During public speaking engagements
  4. During video-conference calls
  5. In your professional headshot

People will quickly spot fake smiles, so sincerity’s important for a smile to be an effective tool.

Okay, it’s true that many sales professionals have a naturally upbeat personality, smiling frequently throughout the day and during interactions with customers and prospects.

Interestingly, this simple act also happens to be one of the most effective ways to cut through adverse situations, conflicts, and disappointment. If you’ve just been told no or a deal has fallen through, a smile is your first defense against negativity.

Indeed, many studies show that smiling attracts people because it projects positivity.

Henry Wadsworth Longfellow astutely observed; “Into each life some rain must fall,” but a smile is the best defense. Even if you’re talking with people who don’t have time or money or don’t want to listen to you, smile anyway. It keeps you in control of your life, your emotions, and your selling process.