Mind Your Manners

Honesty and good manners form the foundation for great business relationships. Everyone wants to be treated with dignity and respect, so show people in your workaday world the consideration they deserve. Follow these guidelines to ensure that your manners stay as polished as your most professional selling skills.

1. When your co-workers are busy making calls, their time is money. Avoid bothering them with idle chitchat when they could be working toward their next big sale.

2. If you have a disagreement with a colleague, keep it between the two of you unless the third party is able and willing to mediate.

3. Always exhibit a sunny disposition. Moods are contagious, and bad ones are demotivating and unproductive. If you can’t cheer yourself up after getting up on the wrong side of the bed, steer clear of colleagues who may be brought down by a grouch.

4. When conflicts of interest arise in a potentially profitable situation (disputes over who’s entitled to that hot prospect, etc.) settle them early – with a third party if necessary. Once there’s real money at stake emotional wounds heal less easily.

5. If you flaunt your authority or abuse your power as an authority figure, your fellow salespeople will treat you with the respect you deserve – not much. When referring to past achievements or future goals, use “we” and “our” instead of “my” and “mine.”

6. Bear in mind that your personal appearance and behavior reflect on co-workers and your entire organization. Be the best advertisement you can by maintaining a professional image at all times.

7. Regardless of your title and position, you and your co workers are a team. Treat everyone with the consideration with which you’d like to be treated. Don’t for-get the magic words when co-workers complete a task for you.

8. When delegating a task, clearly articulate exactly what’s to be done. Empower the worker with the authority that matches the amount of importance assigned to the task.

9. Avoid insults or uncomplimentary language when referring to competitors. If you’ve done your homework and sell a quality product, you shouldn’t have to knock the competition.

10. Welcome inquiries from competitors just as you would a hot prospect. When competition becomes cooperation everyone benefits, especially customers.

11. Steer clear of your competitor’s customers. If you offer a superior product or service, chances are those customers will find out and come looking for you.

12. Be generous and sincere with compliments – you might find that they make your day as well as the recipient’s.

13. There are at least two sides to every story – reserve judgment on a dispute until you’ve heard all of them.

14. When it comes to familiarity in speech and behavior, follow others’ leads or wait to be invited to address someone casually.

15. Save your charm and sex appeal for happy hour. When you’re on the job, keep client and co-worker relations friendly but professional.

16. Let your rate of speech and choice of words reflect your prospect’s or customer’s.

17. Brush up on your table manners. At business dinners or lunches with customers, exhibit impeccable table etiquette.

18. Take pride in your self image without appearing superior or snobbish.

19. When expressing an opinion, consider the company you’re in and temper your words to avoid offense or abrasiveness.

20. Instead of “You don’t understand” or “You’re wrong about that” say “I’m afraid I haven’t made myself clear” or “I’m sorry you feel that way.” Avoid the temptation to return an insult with an insult.

21. “I understand how you feel” will get you farther than a curt “I disagree.”

22. Use humor cautiously and with consideration for everyone’s idea of good taste.

23. Don’t smoke or ask to smoke.

24. Strive to make others feel important in your dealings with them. Place their feelings above your own and they’re likely to reciprocate in kind.

There’s no substitute for good manners and no excuse for bad ones. Impeccable manners are a valuable and increasingly scarce commodity, but one that can increase sales and referrals people like to help those that treat them with kindness and consideration. With a little extra attention to your own behavior and others’ feelings, your customers and co-workers – and even your competition – will recognize you as the class act that you are.