Integrity Selling: Snap Judgements | TravelResearchOnline


Integrity Selling: Snap Judgements

“What are some factors that cause people to make assumptions about us?”

Integrity Selling: How to Succeed in Selling in the Competitive Years Ahead — Ron Willingham, page 87

I find it peculiar that I can turn on a TV show, watch a character enter the scene and say a single line or a series of lines, and immediately decide that they are the guilty party, or at the very least that I don’t like them. I make that decision in seconds.

The truth is that you know you. You have lived with you all your life. You know your strengths and your weaknesses. You know when you are serious, and when you are trying to be funny. But others don’t.

Click on the book to grab your own copy of "Integrity Selling"
Click on the book to grab your own copy of “Integrity Selling”

Similar to my TV example, people who are not familiar with you will often make snap judgments about you. You can’t afford a wrong interpretation.

Let me be clear: I am not suggesting that you be anybody but you. I just don’t want you to shoot yourself in the foot by overlooking the obvious. How can this be avoided?

Appearance. Before leaving home or the office, ask yourself: “If I saw me for the first time, how would I judge me based on my initial appearance?”

Language. Do you articulate your phrasing of your ideas or do you sometimes become lazy and slur your words together?

The company you keep. How do my friends and acquaintances represent what I am trying to achieve? Are they in sync?

Work orientation. Do I put my best foot forward in all my work? It does not have to be perfect. It does have to represent my best effort.

Response to problems. Do I respond quickly to client complaints and concerns? If not, why?

In short, you are being judged all day, every day. How are you doing?



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