A few days ago, I was fortunate enough to listen to a man who has earned the right to voice his opinion about whatever he wants to talk about.
He spoke. I listened. Intently.
He said when he hires a new salesman, the first thing he teaches them is how to open doors.
I figured he meant how to get an appointment, how to get past the receptionist, etc.
Nope. He literally meant how to open doors. Ohhhh-kaaaayyy.
Granted, I thought I’d thought about every detail of a sales call, but I’d missed that one.
He mentioned that every day salespeople have to open a door and walk in to see someone. He also said that person will be influenced by their entrance.
Nobody makes a bigger entrance than me. When I hit the parking lot, they’re already bracing themselves for the force of nature known as Mike. They still have no chance to say no to me. None.
Long ago, he mentioned that he’d noticed that successful salespeople will walk in with authority, straight towards the person waiting for them, but also having care for the door they came thru.
Unsuccessful salespeople will barely open a door and try to slide in like they’re not fit to enter. Bad idea.
Be dignified. Be impressive. Be careful. Be prepared. That’s the way to enter a room.
Do not, under any circumstance, apologize for being there. Ever.
Act like you earned your time in front of them. If you didn’t earn it, turn around and leave and don’t come back til you have earned it.
When he first told me this, I thought he’d taken it a little too far, but the more I think about it, the more I think he’s right.
How about you ?
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