Sales Leadership Confidence is Contagious
It’s Make or Break in the First Two Minutes
As you may have noticed I am currently reviewing articles by various contributors to the eBook, “Keep Your Sales Up in a Down Economy.” Today, I read an article written by Anne Miller, a leading sales and presentations expert and author of Metaphorically Selling. Her article is entitled “Are you Losing Them in the First Two Minutes?”
Anne uses the example of the time when Ronald Reagan was shot and it was uncertain whether he would live or not. Secretary of State Alexander Haig went on television hysterically telling the world that he was in charge. Well, if that is what “in charge” sound and look like…no wonder it just heightened everyone’s fears.
She then asks the question of what picture do you present to business associates when you meet them. Is it a picture of fear, incompetence and even hysteria about the current economic situation? Or, is it a picture of someone in charge of self and the situation? Someone who displays that inner confidence in a self-assured yet calm manner – you can see it in their eyes, you can hear it in their voice. It’s a voice of reason and of hope, actually more than hope, of conviction that “we WILL win this one too.”
Anne tells us that we only have the first two minutes after we have met our client to make an impression.
That same truth applies to our interaction with employees. They instantly know when you walk into the building (or into the room) whether you’re fearful or confident. And, whatever emotional state you’re in spreads like wildfire throughout the business, creating the culture.
So, what culture are you creating?