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SPECIAL EDITION |
Myth #16: 80% of Success is Showing Up
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Woody Allen said "80% of success is showing up." In sales, "showing up" leads to an 80% failure rate.
To imply that we simply show up for a sales call is to give the impression that we can "wing it". Nothing could be further from the truth. By the time we engage the customer for the first time, we should be well into our sales cycle. There are salespeople who still "show up and throw up" but their success rate is declining rapidly. When we show up, we need to do so with the following principles in mind:
- We are positioning ourselves with the right person (The "P" in PLUSH Selling)
- We are prepared to ask the right questions (The "L" in PLUSH Selling)
- We have a unique differentiator that will be important to this person or company (The "U" in PLUSH Selling)
- The customer is aware that they have a problem, we know that we can solve it and we can gather the necessary information to qualify and quantify our solution (The "S" in PLUSH Selling)
Since 80% of selling happens at the subliminal level, we must take control of our initial customer touch. In my training sessions we discuss how to target the right people with the right message so that we can teach them how our unique offer solves their problem without costing them anything. There is another element of the initial touch that is important: our appearance. I'm not qualified to speak on that subject, so I invited Mark Fonseca to contribute to this column. Unlike most husbands, Mark does not depend on his wife to coach him ("You're not wearing that, are you?!?) He is the coach. Teach Others!
Chuck Reaves, CSP, CPAE, CSO
404.822.6171 |
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| Myth: 80% of Sales Success is Showing Up
Truth: Merely showing up will lead to an 80% failure rate
"Are you wearing someone else's clothes?"
- Mark Fonseca - Dress the Man
Mark Fonseca is an expert in how men should dress in business and you can see the results of his work when you watch CNN, when certain celebrities are out in public and on his web site. If you are a female, you know someone who needs to read this article. Do them a favor, pass it on.
Here's Mark's Message
If you were to walk into a room full of highly successful people you didn't know - what message would you want your clothing to send? Or maybe a better question is - What message are you sending with the clothing you're wearing? In the world of business leadership - our attire is one of the most powerful forms of non-verbal communication.
"One the most important - but least understood functions of male attire - is to lead the viewer's eye toward the face" - Alan Flusser. The two (2) foundational pillars that achieve this desired result are - color and proportion - when it come to dressing well - color is everything - 95% of the men I see on a daily basis - with the exception of my clients - are wearing colors that do not work for them.
You want people focused on the message you're sending - not what you're wearing - what you're wearing should be so well put together that your audience is immediately focused on what you have to say. Additionally - the attire you wear can also detract from your message, and more importantly - your image.
Think personal packaging doesn't matter - many of my C-Level executive clients notice what the "up and comers" are wearing - or not wearing. I am routinely informed of employees being groomed for leadership positions because they "fit" the corporate profile and dress the part. As the old adage goes - "Dress for the position you want - not the position you have".
Leaders known for demonstrating this quality are; Ronald Reagan, John F. Kennedy, Larry Ellison, Michael Jordan, Jack Welch, Stephen Covey, Rudy Giuliani, and Lee Iacocca to name a few.
As a business professional, you represent a product - yourself. How you talk, walk, act, and look reflects the product. You are a walking advertisement. Before you even speak a word, most people will size you up by the way you appear. So you should seriously consider your wardrobe. Do you look like a leader with whom people would want to do business?
"Dress is the outward expression of a man's state of mind, and it is his attire that tells the world what he thinks of himself."~ Pearl Binder
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 Need More?
Wherever you live there are resources you can use to improve your corporate look. If you live in the southeastern United States, Mark can help. For more ideas, lists of resources and other tips, start with his web site by clicking on his picture.
Then, do a Google or Yahoo search. You'll find many good ideas, books, programs, etc. Remember, Mark will answer your questions no matter where you live.
In a recent interview on NPR, a British fashion consultant said that coats and ties are coming back, that casual Friday is being replaced by High Heel Friday and that people who want to avoid being laid off are dressing better. Some of those older coats and, especially, ties may need to be replaced.
Make sure your look is current and communicates the image you want to project. .
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