Remember Jackie Gleason? He was a great actor and a bigger-than-life personality. He was also extremely well-liked in Hollywood and projected an image that went beyond merely being a movie star. People really loved him. And the reason why? He had charisma.
There are a few key traits that help salespeople close more sales, based on what expectations and interactions trigger buyers to act. One of those traits is charisma. Let’s face it, people like to be around charismatic people – and in the sales arena it can be the difference between getting a yes instead of a no. Let me share a few traits charismatic people tend to have that you can practice and make a part of your daily routine – because even if you’re not selling something, you’ll at least be more likeable in all of your daily interactions:
- Research has shown that people can make judgments about someone’s likeability, trustworthiness and competence after seeing their face for less than a tenth of a second. People we meet often make judgments about us based solely on the way we look. And research also indicates that a smile goes a long way in shaping those initial first impressions. So smile. Put on a happy face.
- Eye contact. Nothing will get you more positive feedback than looking someone in the eye and listening to what they have to say. I mean really listening and paying attention. Looking someone in the eye and paying attention means you’re taking them seriously. If you make people feel good about themselves, they’re going to like you.
- Find common ground. The sooner you establish common ground, the sooner you put the other person at ease. And if you can make someone feel at ease, they will become comfortable around you and start to turn off the natural defensive posture we all take when meeting someone new.
- Be likeable. Admit it, you like being around someone who is likeable. Likeability is all about attitude – even when things aren’t going so well for you in your personal life, you have to learn the art of turning that part of your brain off and get into your likeable frame-of-mind whenever the situation arises. Take a deep breath, put on a smile, and let your likeability persona light the way to increased sales and better, more intimate relationships.
And away we go . . . .
