Ned Ryerson? BING! Don't Be That Guy...

I absolutely love the movie Groundhogs Day, for numerous reasons.  This scene with Ned Ryerson especially... it's what we all want to do when we encounter an annoying, in-your-face salesman.  This old stereotype of the glad-handing, always be closing, aggressive salesperson is slowly going away.  The modern day sales person has to be socially aware and have a high level of emotional intelligence (if that phrase is unfamiliar read this).  With that said, many sales people still come across as too eager & pushy, treating their prospective client like a piece of meat they're about to grill.  I wanted share a few simple ideas on how to temper your eagerness -don't be that guy (or gal).    

 "Life is pain - anyone who says differently is selling you something."

- Westley from The Princess Bride

Here are some things to remember when in front of a potential customer: 

1. Immediately be aware of Body Language (arms crossed or leaning in?) and the eyes (furrowed brow or wide-eyed).  You'll be able to tell if this person views you as a friend or foe.  Be sure you're respecting their personal space and don't be a close-talker.    
2. Practice Empathy. Where has this person just been?  What's on their plate?  What job duties do they grind out day in & day out?  Understanding their perspective will help guide your meeting in purposeful manner.
3. Know when to build Professional or Personal Rapport - this was one of the hardest lessons I learned early in my career.  You're in an office not a bar.  Sure, you can reference the picture on the wall or the family photo on the desk.  But be ready to discuss trends affecting their industry and pertinent info based on their job title, age, and industry. 
4. Selling is Not Telling!  Selling is ASKING QUESTIONS.  Know the questions you'd like to ask before you go into the meeting.  The last thing people want is to be TOLD why they should buy from you.
5. Don't Subject People to Selling off Brochures - learn instead how to share a powerful story about the work you've done for another client or trends you see in the industry.  If people want brochures they'll ask for them. 

Got more helpful ideas or been in some situations that have made you cringe?  Please share in the comments.  Don't be a Ned Ryerson - go forth, be aware, and Happy Selling!