There has been quite a slippage in etiquette lately…not only in society in general but in the business world as well. Too bad…because good manners can sometimes matter more than you think when the stakes are high. And insofar as they denote respect for the other person, a lack of understanding of how to treat others politely can have a damaging effect on your sales targets.
If you are in a sales role, take heed. Inside sales training
may not speak of the “rules of etiquette” specifically, but all sales
development programs set you up to engage the customer in a relationship that
is professional and encourages a feeling of mutual respect and confidence. Your
attention to a few basic rules shows that you value and honor your customers.
- Avoid sloppiness both in the way you dress and in the way you address customers.
- Be polite.
- Introduce yourself and thank them for their time.
- Appreciate the fact that you have interrupted their day with your call and be succinct and direct in your approach.
- Never argue (constructive debate is OK) or use offensive language.
- Follow through with any commitments you have made.
- Observe deadlines.
- Represent yourself and your company well by maintaining high standards for your behavior.
While you do want to align with your buyer’s organizational
culture, think about differentiating yourself by bucking the downward trend in
business etiquette. By showing that you have high expectations for your own
behavior, you will set the foundation for a productive and healthy, long-term
relationship.
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