by Kelley Robertson

From time to time I enjoy watching a TV program called Sell This House. The basic premise of the show is home owners who have been unsuccessful in selling their house. A designer takes over their house, removes clutter, repaints, and stages the house so it can sell. What fascinates me about this program is the reluctance of the home owners to de-clutter and remove in most cases an overwhelming amount of  personal junk.

So, how does this relate to sales?

Initial impressions are critical when meeting a prospect for the first time and your personal presentation can influence their decision to do business with you. This might sound fundamental but I can tell you from personal experience that many sales people make a host of mistakes. Consider these:

- A window and door sales rep showing up for an appointment with a home owner with the distinct odor of marijuana emanating from his clothes (true story!).
- Slathering on so much cologne that the prospect smells it on his hands for several hours.
- Arriving late for a scheduled appointment.
- Wearing tired, outdated clothing or shoes that are dirty and unpolished.
- Using a cheap pen.

You have exactly one opportunity to make a positive impression with a new prospect. Failure to accomplish means you will have to work harder to gain credibility and respect.

Have a productive and profitable week!