Sunday, January 31, 2010


from my email as we wrap up the first month of 2010:

Daily Sales Tip: Respect the Client's Turf

When you are giving a presentation, you are in control. Your posture and facial expression should project a confident professional image.

When you visit a client's office, you are in their territory. It's easy to feel intimidated when you enter the inner sanctum of a client's office, so it's important to be conscious of the non-verbal signals you may be sending.

Here are 3 tips to project confidence on a client's turf:

1. If you sit down in the reception area to wait for your client, always stand up to shake hands. Sitting down may project lack of respect. As well, you always want to be at eye level when you shake hands, so you can make eye contact.

2. The client's desk is intimate territory. Don't place any papers, or your briefcase or handbag on it without asking permission.

3. Never have a more relaxed posture than your client. Stand and sit in a relaxed but upright manner, and don't slump when you sit down.

Watch your body language when you are in a new place, so you send the right signals and get the sale.

Source: Career/sales consultant Lynda Goldman (

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