Once upon a time, I was in charge of training work resource solution professionals (the nonpc term would be staffing company salespeople) for a 6-state radius. I taught them important things like how to get past the receptionist, how to figure out who the decision-maker in that company is in the first place, how to present yourself as the solution to a problem, and, most importantly, how not to get thrown out of an office building. It was a great deal of fun. People respond well to people that want to help them, as I did. Also, when a salesperson doesn’t have to do any selling for a few days and they get free lunches, they’re typically super happy. The training material was top notch, too. I still use it to navigate daily life. For instance, if you’re going to sit down with someone who has the power to either give or deny their business to you, it’s best if you’re able to make a great first impression. Unless you are familiar with their company culture, show up looking like a blank slate. Be bland. Dress for a funeral. Don’t wear anything avant garde, right down to the nail polish color and the portfolio you carry. Make sure the backs of your shoes look polished and that your hem is on point. Mimic your contact’s body language. Subliminally, they’ll see you as being like them. If you’re like them, they will like you. People only buy from people they like. And, definitely, know your stuff. If they’re a publicly traded company, know their stock value. Find out how many locations they have, total number of employees, etc. Who are their competitors? And, lastly, always always always know their mission statement so you can work key points into casual conversation. Trust me on this. Whether you’re interviewing for a new position, or you need to persuade anyone concerning anything, know what makes them tick. Use it against them. All is fair in love and business meetings.
