When I first started as an Account Manager, I was so focused on memorizing my pitch that I often forgot the most important part of my "uniform." I’d walk into meetings looking like I was bracing for a storm—shoulders tight, brow furrowed, completely focused on the "business at hand."
My mentor at the time stopped me before a big presentation and said, "You look like you're about to have a root canal. Take a breath and show some teeth."
That was the day I learned that in the ABCs of Sales, S is for Smile. It sounds simple—maybe even a little cliché—but it is the ultimate "secret sauce" for building rapport and closing deals.
It’s More Than Just Lips
A real smile isn't just about moving your mouth; it’s the signal at the corner of your eye. You know the one—the "crinkle" that shows you’re actually present and genuinely happy to be there.
People can spot a "fake office smile" from a mile away. But an authentic one? It radiates. It tells the person across from you, "I’m confident, I’m approachable, and I’ve got this."
The Link Between "S" and "E"
If you remember our post on E for Energy, smiling is the physical manifestation of that energy. When you walk into a room (or even jump on a Zoom call) with a smile, you are literally broadcasting positive frequency.
It disarms the gatekeeper: Receptionists and assistants deal with stressed-out, demanding people all day. A warm, genuine smile can be the "open sesame" that gets you past the front desk and into the inner office.
It melts the tension: Sales can be high-pressure. If a negotiation gets heated, a calm smile can act as a circuit breaker, reminding everyone that we’re just people trying to find a solution.
The Golden Rule of Sales: At the end of the day, people do business with people they like. A smile is the quickest way to become "likeable."
Your Internal Thermostat
Sales is a rollercoaster. There are days when the "stressful and demanding" parts of the job feel like they’re winning.
I’ve found that smiling isn’t just for the client—it’s for you. It’s a simple yet incredibly effective way to boost your own morale. It’s hard to stay in a total slump when you are consciously choosing to project warmth. In a busy office, a smiling AM is a lighthouse; you make the workplace an enjoyable place to be for your colleagues, too.
How to "Smile" When You Don't Feel Like It
We all have those Mondays where the coffee isn't working and the leads are cold. Here is my "Resourceful" (see what I did there?) trick:
The Phone Smile: Even if they can't see you, smile while you talk. It changes the tone of your voice—literally. You sound more helpful and less "salesy."
The "Before-the-Door" Reset: Before you walk into a client's office, take 30 seconds to think of something that actually makes you happy (a pet, a song, a joke). That genuine "crinkle" in your eyes will follow you into the room.
As you head into your next meeting, try this: Make a conscious effort to be the person who brings the "smile energy" to the table. Notice how the room reacts. You might be surprised at how quickly the "No" turns into a "Tell me more."
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