BY Jessica Helinski
In the competitive business world, there are many opportunities to stand out. Practicing professional etiquette is one way to make an impact and build relationships.
From common courtesies to more industry-specific behaviors, engaging in etiquette can impress prospects, clients and colleagues. And veterans of the industry and new sellers can always benefit from revisiting these important skills.
Not only will you brush up on professional behaviors, you may learn something new. As Aja Frost writes for HubSpot, expectations and preferences can evolve.
"…expectations and unwritten rules change all the time (and there may be some you never learned in the first place)."
How to Leverage Professional Etiquette for Sales
One of the easiest ways to showcase professionalism and politeness is through introductions. And thanks to the nature of sales, there are plenty of opportunities to meet new people and introduce yourself.
Make eye contact with the other person and offer a smile and a handshake. If seated, Frost recommends you stand to shake hands, which is a sign of respect. And repeat back the other person’s name to confirm you were listening and help you remember it.
But, Dave Kahle discourages sellers from automatically using the other person’s first name. Even if you’d like to have a less-than-formal relationship, wait until they give the OK to do so.
Disregard Electronic Distractions
This aspect of professional etiquette is fairly new, thanks to advances in technology. While helpful, the constant ability to connect can actually hurt connections. If you’re distracted by your cell phone or email alerts, you’re not giving the other person your entire attention.
And they will notice.
Silence all alerts and put your devices out of reach and your line of visibility if possible. If you do need to take an emergency call, excuse yourself. Take the call in an area away from the other person. When that's not possible, Kahle recommends lowering your voice as much as possible.
“If you must have a cell phone conversation within close proximity of other people, speak softly,” he advises.
And wrap up the call as quickly as possible. Explain that you are currently engaged and will return the call.
Respect Others’ Time
Timeliness is an important element of professional etiquette. Being on time shows respect for the other person by acknowledging their time is valuable.
As Frost points out, “tardiness tells those you’re meeting that you value your time more than you value theirs.”
You must allow yourself time in between engagements to be on time, even if something unexpected, like traffic, pops up. Use digital tools to keep you on track if you have trouble with timing.
If you do find yourself delayed, always contact the person you are supposed to be meeting. They will appreciate the advanced notice.
And the same courtesy goes for taking up their time during meetings. Avoid going over the allotted time of meetings. Again, this common courtesy shows you respect the other person’s time and consider it as valuable as your own.
Be Mindful of Your Clothing Choices
It’s true that the prevalence of professional attire has shifted since the COVID-19 outbreak. But professional etiquette best practices mean erring on the side of caution. As One of A Kind Sales notes, sellers should always assume dress is business or formal.
“Salespeople should dress professionally, with attention to reflecting the style of the company that you’re meeting with,” they write.
Frost agrees. But she points out that sellers should observe how others within the business dress. If the other person is dressed more casually, it’s OK to dress less formally at the next meeting.
As SalesFuel’s Tim Londergan points out, always remember that how you present yourself can show respect for others and yourself.
“How you dress communicates a perception in others as to how they see you,” he writes.
Make an Impact and Be Memorable with Your Manners
Showcasing proper etiquette as a seller doesn’t require lots of time and effort. Simply being thoughtful about the impression you make, and how you treat others, is enough.
Embrace these few tips to make sure you express courtesy when engaging with others. They will notice and you’ll stand apart from other more careless sellers.
Photo by Cytonn Photography
