The Rules of Engagement

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Doug Smith

Doug Smith, founder of Douglas Smith & Associates, is a 24-year industry veteran. His career spans the areas of loan origination, sales training, management development, marketing, personal coaching and corporate sales. Doug’s columns appear in Mortgage Originator, Mortgage Planner, The Mortgage Record and Mortgage Broker magazines. He publishes a monthly newsletter, Power Selling, and authored Climbing the Ladder of Success. For more information, visit http://www.dougsmithonline.com/

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The Rules of Engagement

Written by Doug Smith

Emily Post is the go-to person when it comes to social etiquette; but what about sales etiquette? How do you make sure you are doing the right thing when meeting new customers and clients? Are there “rules of engagement” for this as well? Absolutely! It should not be surprising to learn that nearly the same rules apply to sales as well as social settings.

Sales is the business of meeting people and turning those meeting into relationships. These meeting can happen in office buildings, during sales calls, at parties, business functions and more. Here are some “rules of engagement” all great salespeople should follow:

1. Be Forward
Don’t wait for others to approach you. Most people are a bit shy anyway and they would welcome someone willing to talk with them. Approach people and be approachable. Carry a warm smile with you everywhere you go. Make eye contact, step up and introduce yourself!

2. Capture and Use Names
Peoples name is dear to them. Make sure you ask for and listen to their name. Repeat it immediately and use it in conversation many times; that will ingrain it in your memory. When departing say: “Lori, I really enjoyed talking with you!”

3. Talk About Them
We all love to talk about ourselves, our lives, our jobs and our families. Well, that includes your contact too! Don’t dominate conversations by putting the spotlight on yourself. Ask about them! For example: “Are you from this area?” or “I like your outfit! Did you buy it around here?” gets the other person talking and opening up.

4. Keep in Focus
Some of us have short attention spans. After a minute or two, our eyes and our attention wander. People can see this. Your distraction shows a lack of genuine interest in them and your conversation. Maintain a laser beam focus on the other person like they are the only human being in the world right now. It will be noticed and appreciated.

5. Don’t Wear out Your Welcome
Talking too much our too long can work against you. The person may have pressing needs or others he or she must see. Plant a seed for follow up, capture a business card or phone number and exit with style.

Remember, in our business making money starts with making contacts. The more (and better) contacts you make today, the more opportunities you will have tomorrow!

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