Can you develop your personality to be more successful in selling your services? The answer is a resounding 'Yes'. You can evolve your sales personality by forming seven habits. Let us discuss them one by one.

1. Form phrasing habits that make your manners pleasant

Many a sales person habitually uses technical terms that the prospect does not understand. By showing off one's specialized knowledge, virtually donning the graduation cap, the sales person makes the prospect feel inadequate.

You can avoid being unpleasant by making frequent use of words "As you say" and "As you know". With your face-saving manners, you can signal to the prospect that you hold him in high esteem.

Be pleasant.

2. Form eye contact habits that signal sincerity

A person doesn't always mean what he/she speaks. Your prospect gets the message about your sincerity by the manner in which you make or avoid eye contact. While talking, if you tend to look at his forehead or at his throat, thus avoiding meeting his eye, the prospect would know that you yourself do not believe in what you are speaking. How can you expect him to believe you?

But then, to convince sincerity, you have to be sincere. Your words should be coming out of your heart. At the back of your mind there has to be
- the desire to help, and
- the belief that you can help.

Remove that mask -- the mask of eye evasiveness.

3. Form courtesy habits that signal respect

In olden days there were kings who held and wielded a lot of power, and their courtiers respected them. Your prospect is the King Customer who also holds and wields great power, the power to give you an order. Be like his courtier. Respect him.

You are not respecting your King Customer if you
- are late for appointment
- sit without invitation
- appropriate space on his table for keeping your material
- fail to appreciate what he is talking
- are carelessly groomed
- develop a fast familiarity
- listen as if what he is talking is babble of a baby
If you carry any of these habits, make a conscious effort to remove them.

Have respect for the crown.

4. Develop voice that signals friendliness

When you face your prospect do not attempt to show artificial friendliness. Even if you manage it on your face, your voice will give you away. Go to your prospect with these 3 messages at the back of your mind:
- I come with cheerful good news
- I bring you benefits
- I come as a friend
Cultivate your voice and your facial expressions will take care of themselves.

Let your voice be like a warm handshake.

5. Form composure habits which communicate confidence

Anxiety affects your composure negatively. It projects a deadly image of the lack of assurance.

A number of reflex actions can unveil your anxiety. They are:
- fidgeting with or snapping fingers
- playing with trivial like pen or key chain
- bending clips
- biting nails
- rocking on chair
- stomping feet
Remove undesirable habits which could cost you your order.

Communicate confidence.

6. Form animation habits that signal enthusiasm

Although too much anxiety as mentioned above is undesirable, a little anxiety is an asset if contained deep inside. It signals enthusiasm.

While speaking to your prospect, do not keep your hands immobile like a statue. Use them to express. Do not sit in your chair helplessly. Sit up. Do not lean back. Lean forward. Do not talk in a monotonous voice. Inflect it. A voice without inflection is a voice inflated.

Signal enthusiasm.

7. Form promise-keeping habits which signal reliability

Your relationship with your prospect is a lasting one. It does not cease after he places the order on you.

Convey to your client your reliability and the reliability of all that you represent -- your service, your contract, and your organization. This you can do by promptly contacting the client for any clarity and keeping him informed of the progress. The quality of after-sales service can make or mar your image as a reliable sales person. It can influence further orders and recommendation to other prospects.

Keep your promise.

Summary:

Hence, the 7 habits that will develop your sales personality are:
- Pleasant manners
- Sincerity
- Courtesy
- Friendliness
- Confidence
- Enthusiasm
- Reliability

Remember, before buying your services, your prospect buys you.

(This summary of a Borden and Busse film entitled "Develop your Sales Personality" is prepared by Vasant Davé