Not only is standing up healthy, especially for a profession that spends a lot of time on its ass, but there are some specific ways why selling on your feet will help you sell better.
- While Prospecting – Most people will prospect sitting behind a desk, some although less and less, will have the phone in one hand, and a pen in the other, or one hand on the keyboard. Leaving them in an awkward position and unnatural position. Better to get a headset, ditch the chair and stand up, walk around, use your hands, and speak as though the person was in the room with you. You can get animated, step into key statements and sound like you are having a conversation, not pitching. If you need to take notes, elevate your notebook (paper or computer). Moving around with help you listen, think and respond better.
- When Presenting – Whether you are presenting to an individual or a group, stand up. Most sellers naturally sit down and conduct presentations that way, but it is better to stand, even when presenting to just one person. It gives you an air of authority, expertise, and leadership. Just the simple act of having them look up at you helps reinforce your expertise, and gives greater impact to what you are saying. This important not only when you presenting early in the cycle, but when you are presenting a proposal. As you move around, you become the focus, as you respond to questions you continue to demand attention. You can approach each person as they speak or you want to make a point, you can make a large room an intimate sale.
- When You Have To Think – We have all heard the expression “thinking on your feet”, well it is more than a figure of speech. I remember working for an executive who had a smart habit, she looked after her own health and that of the business in an interesting way. Whenever you scheduled an appointment with her, wanting to discuss something, she would take you for a walk, a brisk walk, she could move, outside. Her thinking was that it would limit the junk one would bring, not wanting to schlep stuff around while trying to keep up. You had to come prepared to not only speak what’s on your mind, but also to answer any questions she may have, and with no supporting documentation, or laptop, you had to know your stuff. On the other hand if you did, you would be free of all the paraphernalia, and as with the above two, free to think on your feet and have a great one-on-one with your boss.
Not only is standing and walking better for your health, it is better for selling and winning. Try it out, and when you are truly a convert, and the whether permits, take your new prospect for a walk, on your very first meeting, demonstrate your expertise and value, and get him/her out of the office and usually distractions that come with it.