Adopt these characteristics to sharpen your most powerful silent selling tool: A sense of presence.
Adopt these characteristics to sharpen your most powerful silent selling tool: A sense of presence.BY TODD COHEN
Selling is something everyone does every day. Every conversation is a selling moment and a perfect opportunity to leave an indelible impression on the person with whom you are speaking. The impression you leave can have other people wanting and clamoring to work with you. But wait—there is another selling tool that everyone uses every day. It is used more than conversation and many people don’t realize how critical this tool is to success. Curious to know what it is? Here you go:
Sense of Presence
Presence is much more than being physically present—it means how you present yourself in every situation you encounter. It’s how you show up and engage people. Presence is how people perceive your interest in them and their business. Presence is how people see you as being in the game. Your ability to demonstrate your presence is a powerful—and potent—silent selling tool, and one that often is underestimated and misunderstood. In fact, presence is a skill that, at times, is not respected. You have to have respect for yourself and others to be present.
Your presence creates a lasting impression on others and profoundly influences their desire to engage and work with you. If you are present and can show it, you will find many more people who will want to partner with you and be your customer. It’s that simple.
So, what is this thing called presence? It is not just one thing that you do—it’s a combination of behavior, body language and appearance. To find more success in business and your personal life, study and adopt these six characteristics of presence.
- Presence means much more than just being physically there. It means you are showing that you want to be there. It’s showing that you are emotionally connected, which demonstrates your dedication to participating and contributing. Presence displays your enthusiasm. It means that when you are with an audience, such as a training workshop or listening to a speaker, you are sending a message that you want to be there. How do you send that message? Keep reading.
- Presence is body language. Eye contact, listening skills, and how you sit and show your interest are monumental to your presence and, subsequently, your success. If you are attending a class or seminar, how you illustrate that you are paying attention says volumes. If you are sitting in a colleague’s cube or office, or in a meeting with a client or your manager, how you present yourself through your body language means a great deal to the perception of your interest level.
- Presence is being self-aware. Highly successful people are aware of how they are acting and how their behavior is perceived at all times. They make their ability to be present work for them. Being aware of your presence means you are in control and can make success happen. Do you know what else highly self-aware and present people do well? They know when they have acted or behaved in a way that sends a negative message or has the wrong effect on people. They also are comfortable with being vulnerable and owning their behavior. Presence is being accountable for who you are and how you act.
- Presence is how you put yourself together. Remember “dress for success?” Well, it never stopped being important. Looking good means feeling good, and that screams presence. While maintaining an attractive appearance will boost your sense of presence and job performance, it doesn’t have to cost a fortune. Shined shoes, a tie tied correctly, a fresh manicure, pressed clothes and attention to detail take little time and don’t have to be expensive. Ask yourself, “Does how I appear help me achieve presence?” When you take the time to look good, you are saying you care about yourself—and people take notice.
- Presence is not taking yourself too seriously. This expression fits the bill here: “Get over yourself.” People who are present are confident and self-assured. In other words, they don’t have to be the smartest person in the room. Their ego is in-check and, as a result, are more present and visible to people. Not having to prove yourself right is a compelling way to sway and convince people of something. People who need to prove others wrong or can’t keep their own insecurities in control wind up silently telegraphing a message that they are not in the game and have an agenda that is their agenda only.
- What’s my name? Those who are truly present use people’s names (but don’t overuse them). When people hear their name, they sense that the person with whom they are speaking is interested in them and their time. Use your prospect’s name at the right time and interval. For example, when meeting someone, say, “It’s nice to meet you, Ann” instead of just “Nice to meet you.” Or when you’re conversing, ask for understanding by saying, “Mike, does what I’m suggesting work for you?” instead of “Do you understand?” Using someone’s name naturally captures her interest and displays your level of engagement. Your presence says everything about you and how you want people to see you. Don’t ever underestimate how your presence influences others. Being present is enthusiasm, passion and positive energy. Is that you?
