How Executive Presence Drives Sales.

Is it possible that the thing standing between you and your goals is, well, you? Today's complex selling environment means focusing on qualities that rise above the basics of didactic and routine sales training. Executive presence has an undeniable and significant impact on sales success. It is a differentiator and often overlooked in the haste of a selling situation, and the pressure felt to achieve numbers. First, let's quickly define what I mean by executive presence. In today's economy, I see the need for people to get better at selling themselves - first - and staying memorable.

Executive presence refers to a set of qualities and traits that convey a sense of leadership, confidence, and competence.

These qualities can help salespeople build trust and credibility with their clients and prospects, which can ultimately lead to increased sales success.

Here are some specific ways in which executive presence can affect sales success:

1. Building trust and credibility: Executive presence can help salespeople build trust and credibility with their clients and prospects. When a salesperson presents themselves with confidence and competence, it can help the client feel more comfortable and confident in their ability to deliver on their promises.
2. Creating a positive first impression: Sales success often depends on making a positive first impression. When a salesperson has a strong executive presence, they can create a powerful and lasting impression on their clients and prospects.
3. Demonstrating leadership: Executive presence is often associated with strong leadership skills. When a salesperson demonstrates leadership qualities such as vision, strategic thinking, and decisiveness, it can inspire confidence in their clients and prospects.
4. Handling difficult situations: Sales can be a challenging and high-pressure job, and salespeople often need to handle difficult situations with clients and prospects. When a salesperson has a strong executive presence, they are more likely to remain calm, composed, and confident in the face of adversity.

Executive presence is a set of qualities that convey confidence, credibility, and leadership. While there are many different qualities that can contribute to executive presence, here are some of the most important ones:

1. Confidence: One of the most important qualities of executive presence is confidence. People with executive presence project an air of self-assurance and command, which can help inspire trust and respect from others.
2. Poise: Poise refers to the ability to remain calm, composed, and collected in challenging situations. People with executive presence are able to stay cool under pressure and handle difficult situations with grace and professionalism.
3. Gravitas: Gravitas is a quality that conveys a sense of importance, seriousness, and weight. People with executive presence have a certain gravitas that commands attention and respect.
4. Authenticity: Authenticity refers to the quality of being true to oneself and one's values. People with executive presence are authentic in their interactions with others, which helps to build trust and credibility.
5. Communication skills: People with executive presence are effective communicators. They are able to express their ideas clearly and persuasively, and they listen attentively to others.
6. Strategic thinking: People with executive presence are strategic thinkers who are able to see the big picture and anticipate future trends and challenges. This helps them to make sound decisions and guide their organizations to success.
7. Vision: People with executive presence have a clear vision for their organization or team, and they are able to inspire others to work towards that vision.

Your willingness to commit to developing and improving your executive presence will play a defining role in sales success. By projecting confidence, competence, and leadership, salespeople can build trust and credibility with their clients and prospects, create a positive first impression, and navigate difficult situations with grace and poise.

Todd Cohen, CSP, has been inspiring and motivating audiences for over 15 years, teaching them to sell themselves to achieve goals and incredible success. His sales culture keynotes and workshops are in demand from audiences from every background, including salespeople! Delivering approximately 90 appearances every year worldwide, Todd leaves people with a story to tell and feel great about themselves!

Todd has just released his third book,?"Mastering the Sales Mindset."