Be Polite!

In my lifetime the concept of political correctness has ran headlong into countless generations of permissible (and recommended) language. There are jokes that were funny until our culture was able to point out they were at the expense of a group of people. There are jokes that are celebrated today that will be seen as horribly offensive… tomorrow. Women were little more than the property of their husband 100 years ago, and today jokes that talk about how a husband needs mothering more than the children are common. Regardless of political correctness – politeness doesn’t go out of style, Don’t make a joke today that will read like the antics of the civil rights movement-ish… in another decade or two.

10 Rules to not posting something stupid

One, be yourself.

Mirroring is one of the greatest skills a salesperson has (addressed in later section), but it should never be used at the expense of being yourself. The moment we give an effort to be like someone else, we have wasted everyone’s time and killed any reason others should give us attention.

If you like one musician and despise another, don’t pretend that you like what you don’t – simply to connect with someone who does; because that’s unsustainable. Be willing to engage in conversation about that music; be polite about it. You also don’t have to push your preferences on others (because they usually don’t care). They don’t know you, and if you’re just being yourself – they can respect that.

Two, you are what you type.

If you are in a bad mood and you type something a little sassy or ugly—it will represent you as much once you’re in a good mood as it does when you typed it. If you type things that are pleasant, kind, and decent; you are pleasant, kind, and decent

Also, be aware that a business correspondence is read by many more eyes than whomever you send it to, Many times emails are forwarded or printed and copied for the final decision maker to review. Just because the person you work with on the proposal s sill, sassy or borderline “appropriate doesn’t mean you won’t look unreliable when your words are printed out.

Three, make others feel important (sincerely).

This is a tricky line to walk because false sincerity is ugly and worse than not trying. True sincerity is beautiful. It makes others feel important. Even a humble person likes to feel valued. When you make them feel important, you’re backing up a part of them that we all want others to know – and believe.

Rule of Thumb: Send a Note

A traditional point of etiquette is; when you have something sincere to express, you send them a note. You don’t have to write a personal note (like you did 50 to 70 years ago) to each encounter, but a note after an event or a Happy Birthday to each of your clients on social media is a kind gesture that places your name in front of everyone they know.

If you want to send a personal note, there are great automation websites and handwritten

note services that are waiting to help you at a minimum cost of time and money. There’s little: that compares (as far as percentage of time the message i read) to 3 handwritten note.

Four, be careful and intentional using ALL CAPITAL LETTERS.

This is text’s version of yelling. Rarely is there a place in business for yelling; sometimes, but rarely. Actually, there are plenty of reasons to yell in business, but few long term benefits will come from It, All capitals does give a wonderful tool to give emphasis to one word in a sentence, but it’s usually best to use italic rather than ALL CAPITALS.

Sales Tip: Intonation

Much of this book is dedicated to tracking and using non-verbal communication. Typically the words given emphasis are the best way to understand the emotional state of the speaker, Be sure you use intonation on purpose.

• She took the purse
• SHE took the purse.
• She TOOK the purse
• She took THE purse
• She took the PURSE

It’s easy to lose focus during communication. As soon as you catch yourself not enjoying the time during a sale, pay attention to your intonation to guard how you say what you say… and smile. (relax)

Five, avoid racy humor and profanity.

The problem is, racy humor and profanity change with time, My mom was raised in a part of St. Louis that was not culturally diverse. My family had specific words that they would use for different ethnicities. Some of which were derogatory and some were not intended to be negative, that’s just the word used to describe that ethnicity. Culture has changed. If you use some words today… you’d probably lose your job and the respect you aim to attain.

We have not yet reached the equilibrium of a healthy social balance. Today, there’s nothing wrong with certain ethnicities making incredibly racist jokes that degrade Caucasians or African-Americans—as long as he or she is a certain ethnicity. This will most likely change in the next decades. Web content doesn’t go away. If you choose to engage in humor that is “funny” today, realize it may be destructive tomorrow.

Six, wait to reply until you’re no longer angry.

If you’re angry; stop and pause. Close your computer, do something else, and come back to it later. An ugly statement in the moment can do harm with unending ripple effects.

Seven, give unsolicited endorsements.

Everybody likes to be endorsed. Everybody likes to get a referral. The best way to get a referral from your network is to give them one. When you visit a local business, give them a positive review. You can even let them know that you did it and give them permission to share it.

Eight, never criticize, condemn, or complain.

Nobody cares, nobody cares, nobody cares. Often the best advice you can get is: shut up and go on with your day. The last thing you want is to connect with a new client who’s best friend owns the business that you gave a horrible review to (it’s tied to your personal brand).

Nine, be genuinely interested in other people.

Talk in terms of other’s interests. If you learn to pay attention to others, they become more and more interesting. The more I’ve learned about how the brain functions (and how people interact with each other), the more entertaining people have become to me.

People are interesting. Sometimes you have to wade through a bit of the mire to get to the points of interest, but as my grandma used to say, “Chew up the meat and spit out the bones.” Enjoy people’s peculiar brand of crazy and eventually they may come to appreciate yours.

Ten, Listen.

The willingness and ability to listen more than you talk is like a power that you can develop and hold over those around you. If you are willing to be the one that listens (without slipping into a conversational slumber of disinterest)… the more you really understand what is being. communicated – the more this will function like a superpower. Read what others are saying. Engage the words they’re speaking, as well as what they meant to say. If you let people talk long enough, they’ll tell you how they want you to sell them. Listen to what’s being said and Buide them where you want them to go.

Sales Tip: The benefit is in the hearing, not the speaking

It sounds like an impossible thing to do, but the ability to listen (verbally and non-verbally) while you’re speaking is a powerful 2.0 type communication tool. There have been countless, times that I’ve been certain | spoke with accuracy and still the recipient was on a totally different page.

If you’re listening with your eyes, you can see things like; look at where the other person’s feet are pointing. 1’s likely that they are pointing their feet in the direction they want to go. Door? Phone? Computer? Contract?

Tracking where they look off in wonder (as you are speaking), what parts of the conversation receive an “OK”, and other responses will allow you to know whether your audience is with you (or not). If you’re the one confirming agreement on each step of the way throughout the sales process, you are allowed (and many times expected) to lead them to the close.

Make certain your audience is hearing what you’re speaking.