When you walk into a room — SMILE

Sales Confidence
May 4, 2018 · 3 min read

A smile is one of the most powerful things in the world. It can change everything. When you’re in sales, your smile is a powerful tool. Let me explain.

Every time you walk into a room is an opportunity. Whether it’s a boardroom filled with the entire C-Suite of your potential customers, or the same old office filled with the colleagues you see every day. When you walk into that room you have the chance to help someone, to make someone’s day, to bring something back for yourself.

This isn’t an article about everything you need to do before you walk into a room (although I might write one another time!). This is about doing one thing when you walk into a room. Smile.

The power of a smile

First, a few facts about smiling.

· You can fake a smile, but people can usually spot it

· On average, children smile 400 times a day. Adults smile 20 times. How sad is that?

· When you smile, you use 10 types of muscle in your face

· 24% of people remember your smile than any other feature of your face

· When you smile at someone, more than 50% of people will smile back

Enter stage left

Think about when you walk into a room. What do you want to achieve? I imagine you want to appear warm, approachable, open. A smile achieves this.

A smile puts people at ease. It makes them think you’re genuinely happy to meet them. A smile means something. It helps you ‘own the room’. You look genuine, rather than detached, cocky and arrogant.

I’m not saying you should grin like an idiot when you walk into a room. And you shouldn’t fake it. As you’re about to walk into the room, visualise a good outcome to what’s about to happen. That should bring a smile to your face. Deep breath, and in.

How many times do you see people walk into a room frowning, looking preoccupied, unwilling to meet your eyes? What does that say about their feelings towards you?

Smiling in sales

If you’re in sales, smiling as you enter a room should be second nature.

There are times in sales when you’re about to walk into a room and you’re nervous about what is about to happen inside it. You may have a big presentation, or there’s a big deal hanging in the balance. You’re right to feel nervous, but it’s not always a good idea to show it.

A smile projects confidence. It projects warmth and gratitude. A smile shows that no matter what’s about to happen, we’re all in this together. In sales, you smile because you have the opportunity to make someone’s life better. You’re happy to be selling a great product to the right people.

So, next time you’re walking into a room. No matter who’s inside it. Clients, colleagues, family, friends. Walk in with a big smile on your face.

Over to you now? What makes you smile in your job? Would you like to share your tips on sales etiquette? Leave the Sales Confidence community a comment below.

Become a sales leader at www.salesconfidence.co/blog

About the Author

James Ski is CEO and Founder of Sales Confidence and CRO of Opogo. He previously worked at LinkedIn, where he advised companies on recruitment, marketing and sales.

If you would like to be first to read his published posts focused on sales confidence sign up to his blog here.

He is currently running London’s first Sales Accelerator and London’s first B2B SaaS Sales Conference, SaaSGrowth 2018.

Written by

Understand behaviours and habits of top B2B SaaS Sales Leaders. Interviews with LinkedIn, Salesforce, Qualtrics, Box etc hosted by @jamesas

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