Here's why good ideas are lousy ideas...

Hail fellow well met is sales shorthand for the type of 'salesperson' typified by the old Fuller Brush or Kirby Vaccuum Cleaner Man syndrome: too hearty greeting, shake hands, big smile, slap them on the back or shoulder, B.S. B.S. B.S...and more hype and B.S. Totally phony and totally a turn off to all but the most naive of people. I've been told that neither of these outfits use this approach these days.

TW, there's an aspect of this that hasn't been discussed...your appearance or approach. It's a touchy subject but let's do a quick self-analysis. Go stand in front of a full length mirror dressed just like you would be for a sales call. Stand off to the side and back away from the mirror then watch yourself as you walk up to your imaginary potential client. Look closely at your posture...upright and projecting confidence or timid mouse with head bent and slouching? Look at your face...smiling with the eyes, and eventually the mouth, or kind of resigned and grim? Your walk...easy confidence or fearful and hesitant? Your hands...well-groomed or shabby workmen's hands? Nothing wrong with workmen's hands as long as they're clean and not too abrasive when you shake hands. Handshake...is it firm but not crunching? Is your hand or theirs on top when you shake hands...should be theirs to reassure them and 'give them the power' to like you instantly. When you smile or talk, is your breath a garlic killer or neutral-nice smelling? Your clothes...clean and pressed neatly, shirt tucked in, belt on when needed, shoes shined or clean and not smudged with mud or grass stains? Hair neat and not too radical a style? It's all basic salesmanship 101 but sometimes we don't see ourselves as others see us so you might want to check it out and see if this is part of it.

I know Ankesh and I have both encouraged you to change your approach and work by appointment only. Door to door is the least effective way to work sales...and, frankly, those few who can pull it off successfully, are rare indeed. Do yourself a favor and work smart, not hard.

The first group of salespeople I ever supervised used to get together in the morning and sing some rousing songs and stood up and shifted back and forth on their feet to get the blood circulating and the positive energy flowing. The good feelings and energy carried on into their sales calls all day and made a real difference. If you don't have a group, do it by yourself singing along to your favorite POSITVE message songs. Now, go out with a song in your heart, a smile on your face, and light in your eyes. You'll be magnetically attractive to people because folks like to be around positive, upbeat folks who lift their spirits instead of crushing them with negativity.

Sandi Bowman